Leveraging bond is a vital factor in Brazilian negotiation. Brazilians often employ distributive and eventuality bargaining. They anticipate long-term commitments from their business partners and focus mostly on long–term benefits. They are very competitive with regard to negotiation and at times become very aggressive. Even when a personal bond is strong Brazilian people at times become unenthusiastic to share information frankly. They believe right information can create bargaining advantages and sometimes provide irrelevant information repeatedly. Brazilian residents anticipate negotiation to be deliberate and prolonged. In the negotiation process, they generally dislike people who try to be in hurry. They think rushing in negotiation process can produce bad results and may be viewed as offensive. Negotiation is about bargaining, information gathering, and decision making, thus it takes considerable time. Thus, Brazilian people stay patient, control their sensation and acknowledge the expected delays during negotiation. This behavior at times signifies an attempt to create time pressure to obtain recognition, and simply replicate slow decision process across the country. Brazilian people pursue holistic approach while negotiation. They frequently skip back and forth between various discussed topics rather than concentrate on the problem in order. For certain countries, this negotiation style is annoying, irritating and at times very confusing. Brazilians are used to hard bargaining and they are often very extensive. They use deceptive techniques in bargaining process. At times Brazilian people use false information and ‘fake non–verbal messages’ and pretend to be disinterested in whole negotiation or in single concession. Brazilian people even make false demand as well as concessions. For taking bargaining advantage Brazilian people may try other attempts in order to mislead the person who calls for negotiation. For gaining advantage in negotiation in Brazil one must verify information from local channels otherwise the business relationship will be harmed. In the negotiation process, Brazilian people often use pressure methods such as giving final offers, showing inflexibility or nibbling, but the final offers may not be absolute. The silent behavior of Brazilian people represents rejection of any offer or they intend to obtain further concessions. If someone tries to put time pressure or make expired offer it may result in failure in long–term relationship and termination of negotiation. Their negotiation at times appears as adversarial and forceful. Brazilian people may confront threat and warning in negotiation by displaying anger openly. They often use protective techniques while negotiations such as changing the topic, asking direct questions, giving assurance and keeping inflexible position. Brazilian people don’
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The present essay dwells on the peculiarities of negotiation style of Brazil and the USA. It is mentioned here that Brazil and the United States both have their own preference and style of negotiation. However, the Brazilians are more collectivistic than the Unites States. …
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