Doing Business BRAZIL -2018 Miguel López

http://www.worldstopexports.com/brazils-top-10-exports/ https://gain.fas.usda.gov/Recent%20GAIN%20Publications/Oilseeds%20and%20Products%20Annual_Brasilia_Brazil_4-1-2016.pdf Fortune: http://fortune.com/global500/visualizations/?iid=recirc_g500landing-zone1

COMMUNICATION

COMMUNICATION=EMPATHY

CULTURE “Culture is a dynamic process of solving human problems and dilemmas in areas of human relationships, time, and nature.” Fons Trompenaars “A collective programming of the mind which distinguishes the member of one human group from another” G.H. Hofstede “Culture is a rich complex of meanings, beliefs, practices, symbols, norms and values prevalent among people in a society” Shalom Schwartz “Culture is how things are done around here.” John Mole

CULTURE LANGUAGE RELIGION and BELIEFS NATURE

  Edward T. Hall was an anthropologist who made early discoveries of key cultural factors. In particular he is known for his high and low context cultural factors. High context In a high-context culture, there are many contextual elements that help people to understand the rules. As a result, much is taken for granted. This can be very confusing for person who does not understand the 'unwritten rules' of the culture. Low context In a low-context culture, very little is taken for granted. Whilst this means that more explanation is needed, it also means there is less chance of misunderstanding particularly when visitors are present.

Openness of messages Many covert and implicit messages, with use of metaphor and reading between the lines. Many overt and explicit messages that are simple and clear. Use of non-verbal communication Much nonverbal communication and body language. More focus on verbal communication Cohesion and group significance Strong distinction between ingroup and outgroup. Strong sense on family Flexible and open grouping patterns, changes when needed. Relationship vs task Relationship more important than task  amigo. Task more important. Conception of time Open, flexible, present oriented, process more important that product. POLYCHRONIC Linear time, well organized, product more important than process. MONOCHRONIC

TIME

TIME EDWARD T. HALL Open, flexible, present oriented, process more important that product. POLYCHRONIC Linear time, well organized, product more important than process. MONOCHRONIC FONS TROMPENAAR: Time as synchronisation  events in parallel, synchronised together. Finds order in coordination of multiple factors. Time as sequence  events as separate items, sequence one after the other. Order in actions that are one after the other. GEERT HOFSTEDE: Long- versus Short-term Orientation (LTO)  focuses on to what extent the group invests for the future, is persevering, and is patient in waiting for results.

Meetings

"A cordialidade...a lhaneza no trato, a hospitalidade, a generosidade, virtudes tão gabadas por estrangeiros que nos visitam, representam com efeito um traço definitivo do caráter brasileiro..." “The friendliness ... The openness, the hospitality , the generosity are all virtues so vaunted by foreigners who visit us, that they, in effect, represent a definitive feature of the Brazilian character” Sérgio Buarque de Holanda - Raízes do Brasil, 1936

Working and Business Hours Breakfast, Lunch, Dinner Use of Phone, “Fax”, Email, etc Authority, Status and Decision Makers Time and Punctuality Language Dress Code Greeting Protocols Women in Business Meeting Formats Negotiating in Brazil  Management 

Clasificaciones: http://www.zonalatina.com/Zldata55.htm

NEGOTIATIONS & MANAGEMENT Respect and courtesy Identify problems: politics/corruption and ethics Cultural taboos (despachante, “I know! Me too!, “yes, we can!) Know the Law (+ jeitinho) Simplify language Be flexible, be tolerant (time)

It is important to work closely with local lawyers and accountants It is important to work closely with local lawyers and accountants. Many people have found the services of local middlemen (despachante) extremely useful.

http://pt.wikipedia.org/wiki/Jeitinho

Yes, we can!

POSITIONING STRATEGIES A MIXTURE OF LOW COST AND DIFFERENTIATION QUALITY OBSERVED FIRMS PREFER SALES TO CHANNELS & INTERMEDIATES CONSUMER PRODUCTS ARE TARGETED TO ALL ETHNICS GROUPS

https://en.wikipedia.org/wiki/Universo_Online https://www.bunge.com/ http://www.kroton.com.br/ Real big ones: http://www.gpabr.com/en/ https://en.wikipedia.org/wiki/JBS_S.A. In the times of Lula… https://www.mindomo.com/fi/mindmap/swot-analysis-brazil-750fb784ed5a4d398683fd113d289a31 Now: http://www.coface.com/Economic-Studies-and-Country-Risks/Brazil

Geert Hofstede, Culture’s Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations.  Second Edition, Thousand Oaks CA: Sage Publications, 2001   http://geert-hofstede.com/national-culture.html Geert Hofstede, Gert Jan Hofstede and Michael Minkov, Cultures and Organizations: Software of the Mind. Revised and Expanded 3rd Edition. McGraw-Hill 2010. Copyright www.geert-hofstede.com http://geert-hofstede.com/countries.html  http://geert-hofstede.com/brazil.html 