Agenda

Contextual Approach
General Negotiation Techniques
Negotiation Process
Preparation
Initial Meeting
Meeting Etiquette
Q&A

Purpose
Indonesian negotiating
characteristics
Brazilian negotiating
characteristics
Cultural context

Importance of Issue
H
L
H
Importance of
Relationship
L

Negotiation

General Negotiation
Techniques

?
Listen

Ask
Questions

Justifications

Preparation

Business
Cards

Gifts

Attire

Initial Meeting

Vibrant
Conversation

Punctuality

Small Talk

Meeting Etiquette

Informal
Conversation
Wait for
Coffee

Team
Cohesiveness
End on a Positive

General Recommendations

espaol

Summary
Create positive relationship
Be aware of cultural differences
Make moderate adaptations

Questions?

Our Team

Our Clients

Haley Rudolph
Chris Michael
Justin Reekie
Kajsa Cuthbert

consulting@rudolphconsulting.com

Additional Resources

References
Anson, B. (2013, October 10). How to Negotiate with a Brazilian. Retrieved June 13,
2015.
Barrett, D. (2014). 9. Diversity and Intercultural Communication. In Leadership
Communication (4th ed., pp. 222-243). Boston: McGraw-Hill.
Chang, L. (2009). A Study of Brazil Business Negotiation Strategy. The Journal of
Human Resource and Adult Learning, 5(1), 162-167. Retrieved June 14, 2015, from
http://www.hraljournal.com/Page/19 Lieh-Ching Chang.pdf
Mainardes, E. W., Nunes, A. J., & Pinheiro, P. (2013). International negotiations with
Brazil: An essay about culture factor. African Journal of Business Management,7(39),
4067-4077. doi:http://dx.doi.org/10.5897/AJBM11.561
Morrison, T., & Conaway, W. (2006). Brazil. In Kiss, Bow, or Shake Hands: The
Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed., pp. 63-70).
Avon, Mass.: Adams Media.
Morrison, T., & Conaway, W. (2006). Indonesia. In Kiss, Bow, or Shake Hands: The
Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed., pp. 233246). Avon, Mass.: Adams Media.
Lewicki, R., Barry, B., & Saunders, D. (2014). International and Cross-Cultural
Negotiation. In Essentials of Negotiation (2nd ed., pp. 225-248). New York: McGrawHill/Irwin.

Image Sources
Phillipine flag:
http://commons.wikimedia.org/wiki/File:Flag_of_the_Philippines.svg
Chillean Flag:
https://en.wikipedia.org/wiki/Flag_of_Chile#/media/File:Flag_of_Chile.svg
WTO Logo:
http://commons.wikimedia.org/wiki/File:World_Trade_Organization_(logo_and_wordmark).svg
UN Logo:
http://commons.wikimedia.org/wiki/File:Logo_of_the_United_Nations_(B%26W).svg
Brazillian Flag:
https://en.wikipedia.org/wiki/Flag_of_Brazil#/media/File:Flag_of_Brazil.svg
http://hdw.eweb4.com/out/1236780.html
Indonesian Flag:
http://onedirection.wikia.com/wiki/File:Indonesian_Flag.jpg
Speech Bubble:
http://galleryhip.com/square-speech-bubble-icon.html
Futbol:
http://hdimagelib.com/soccer+ball+logo
Conversation:
http://conversations.coffeewho.com/
OK symbol: