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 Posted: Sat Jan 28, 2006 12:13 am Post subject: BRAZIL BUSINESS ETIQUETTE & CULTURE GUIDE |
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Brazil Business Etiquette - Brazil Business Culture Guide
Society & Culture
Brazilian Diversity
• Brazil is a mixture of races and ethnicities, resulting in rich diversity.
• Many original Portuguese settlers married native women, which created a new race, called 'mestizos'.
• 'Mulattoes' are descendents of the Portuguese and African slaves.
• Slavery was abolished in 1888, creating over time a further blurring of racial lines.
• Unlike many other Latin American countries where there is a distinct Indian population, Brazilians have intermarried to the point that it sometimes seems that almost everyone has a combination of European, African and indigenous ancestry.
Brazilian Family Values
• The family is the foundation of the social structure and forms the basis of stability for most people.
• Families tend to be large (although family size has been diminishing in recent years) and the extended family is quite close.
• The individual derives a social network and assistance in times of need from the family.
• Nepotism is considered a positive thing, since it implies that employing people one knows and trusts is of primary importance.
The Brazilian Class System
• Despite the mixing of ethnicities, there is a class system in Brazil.
• Few Brazilians could be described as racist, although social discrimination on the basis of skin colour is a daily occurrence.
• In general, people with darker brown skin are economically and socially disadvantaged.
• The middle and upper classes often have only brief interaction with the lower classes - usually maids, drivers, etc.
• Class is determined by economic status and skin colour.
• There is a great disparity in wage differentials--and therefore lifestyle and social aspirations--among the different classes
• Although women make up 40% of the Brazilian workforce, they are typically found in lower paid jobs such as teaching, administrative support, and nursing.
• The 1988 constitution prohibits discrimination against women, but inequities still exist. The one place where women are achieving equality is in the government.
General Etiquette & Protocol Guidelines
Meeting Etiquette
• Men shake hands when greeting one another, while maintaining steady eye contact.
• Women generally kiss each other, starting with the left and alternating cheeks.
• Hugging and backslapping are common greetings among Brazilian friends.
• If a woman wishes to shake hands with a man, she should extend her hand first.
Gift Giving Etiquette
• If invited to a Brazilian's house, bring the hostess flowers or a small gift.
• Orchids are considered a very nice gift, but avoid purple ones.
• Avoid giving anything purple or black as these are mourning colours.
• Handkerchiefs are also associated with funerals, so they do not make good gifts.
• Gifts are opened when received.
Dining Etiquette
If you are invited to a Brazilian's house:
• Arrive at least 30 minutes late if the invitation is for dinner.
• Arrive up to an hour late for a party or large gathering.
• Brazilians dress with a flair and judge others on their appearance. Casual dress is more formal than in many other countries. Always dress elegantly and err on the side of over-dressing rather than under- dressing.
• If you did not bring a gift to the hostess, flowers the next day are always appreciated.
Business Etiquette Basics
Relationships & Communication
• Brazilians need to know who they are doing business with before they can work effectively.
• Brazilians prefer face-to-face meetings to written communication as it allows them to know the person with whom they are doing business.
• The individual they deal with is more important than the company.
• Since this is a group culture, it is important that you do not do anything to embarrass a Brazilian.
• Criticizing an individual causes that person to lose face with the others in the meeting.
• The person making the criticism also loses face, as they have disobeyed the unwritten rule.
• Communication is often informal and does not rely on strict rules of protocol. Anyone who feels they have something to say will generally add their opinion.
• It is considered acceptable to interrupt someone who is speaking.
• Face-to-face, oral communication is preferred over written communication. At the same time, when it comes to business agreements, Brazilians insist on drawing up detailed legal contracts.
Business Negotiation
• Expect questions about your company since Brazilians are more comfortable doing business with people and companies they know.
• Wait for your Brazilian colleagues to raise the business subject. Never rush the relationship- building time.
• Brazilians take time when negotiating. Do not rush them or appear impatient.
• Expect a great deal of time to be spent reviewing details.
• Often the people you negotiate with will not have decision-making authority.
• It is advisable to hire a translator if your Portuguese is not fluent.
• Use local lawyers and accountants for negotiations. Brazilians resent an outside legal presence.
• Brazilian business is hierarchical. Decisions are made by the highest-ranking person.
• Brazilians negotiate with people not companies. Do not change your negotiating team or you may have to start over from the beginning.
• Don't be surprised if your Brazilian colleague expects a discount.
Business Meeting Etiquette
• Business appointments are required and can often be scheduled on short notice; however, it is best to make them 2 to 3 weeks in advance.
• Confirm the meeting in writing. It is not uncommon for appointments to be cancelled or changed at the last minute.
• In Sao Paulo and Brasilia it is important to arrive on time for meetings. In Rio de Janeiro and other cities it is acceptable to arrive a few minutes late for a meeting.
• Do not appear impatient if you are kept waiting. Brazilians see time as something outside their control and the demands of relationships takes precedence over adhering to a strict schedule.
• Meetings are generally rather informal.
• Expect to be interrupted while you are speaking or making a presentation.
• Avoid confrontations. Do not appear frustrated with your Brazilian colleagues.
Dress Etiquette
• Brazilians pride themselves on dressing well.
• Men should wear conservative, dark coloured business suits. Three-piece suits typically indicate that someone is an executive.
• Women should wear suits or dresses that are elegant and feminine with good quality accessories. Manicures are expected.
Business Cards
• Business cards are exchanged during introductions with everyone at a meeting.
• It is advisable, although not required, to have the other side of your business card translated into Portuguese.
• Present your business card with the Portuguese side facing the recipient.
Source : kwintessential.com |
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