Practice Portuguese with excerpts from "Kiss, Bow or Shake
Hands: The Business Customs of Brazil" in Portuguese,
followed by the English translation.
Em português:
Hábitos em negócios
Compromissos
O horário de trabalho é geralmente das 8:30 da manhã às
5:30 da tarde, mas os executivos geralmente chegam mais
tarde e trabalham até tarde. Marque compromissos entre
10:00 da manhã e meio dia, 3:00 e 5:00 da tarde. Se a
reunião for em um almoço, prepare-se para ficar umas duas
horas.
Esteja preparado para investir recursos a longo prazo (em
termos de tempo e dinheiro) quando quiser estabelecer
relacionamentos fortes no Brasil. Sem este tipo de
investimento será perda de tempo tentar fazer negócios lá.
Brasileiros conduzem os negócios através de conexões
pessoais e contam com relacionamentos duradouros. Antes de
investir numa viagem, contrate um contato adequado no
Brasil na sua área de atuação, para ajudá-lo a contatar as
pessoas certas. O seu contato brasileiro (conhecido como
"despachante" em português) terá um valor inestimável.
Negociando
Seja paciente. Geralmente são necessárias muitas viagens
antes de se chegar ao processo de negociação.
Durante as negociações, esteja preparado para discutir
todos os aspectos do contrato simultaneamente, ao invés de
seqüencialmente.
Informação aparentemente não relevante é estudada e re-
estudada. Tente ser o mais flexível possível sem se
comprometer definitivamente.
As vezes os brasileiros consideram ofensivas as táticas
agressivas de negociação dos Estados Unidos-- não espere
ser objetivo. Evite confrontos, e esconda suas frustrações.
Recepções de negócios
Peça à secretária do seu cliente em potencial que recomende
um restaurante de prestígio.
Não espere discutir assuntos de negócios durante a
refeição. Você deve participar da conversa sem tentar
liderar a discussão. Espere até que o café seja servido
para começar qualquer negociação.
Hospede-se num hotel de cinco estrelas, e organize suas
recepções no mesmo hotel se o restaurante for excelente.
Se você for convidado para uma festa, é provável que seja
num clube ao invés de ser numa casa. Chegue pelo menos 15
minutos atrasado.
Um lanche com biscoitos, bolo e refrigerantes é geralmente
servido às 4:00 ou 5:00 da tarde. O jantar dos brasileiros
é geralmente entre 7:00 e 10:00 da noite.
In English:
Business Practices
Appointments
Business hours are generally advertised as 8:30 a.m. to
5:30 p.m., but decision makers usually begin work later in
the morning and stay later in the evening. Try making
appointments between 10:00 a.m. and noon, and 3:00 p.m. and
5:00 p.m. If your business runs into lunch, be prepared to
spend at least two hours.
Be prepared to commit long-term resources (both in time and
money) toward establishing strong relationships in Brazil.
Without such commitments, there is no point attempting to
do business there at all.
Brazilians conduct business through personal connections
and expect long-term relationships. Before you invest in a
trip, hire an appropriate Brazilian contact in your
industry to help you meet the right people. Your Brazilian
contact (called a "despachante" in Portuguese) will be
invaluable.
Negotiating
Be patient. It will usually require several trips to get
through a bargaining process.
During negotiations, be prepared to discuss all aspects of
the contract simultaneously rather than sequentially.
Seemingly extraneous data may be reviewed and re-reviewed.
Try to be as flexible as possible without making definite
commitments.
Sometimes Brazilians find U.S. aggressive business
attitudes offensive-- do not expect to get right to the
point. Avoid confrontations, and hide any frustrations.
Business Entertaining
Ask your prospect's secretary to recommend a prestigious
restaurant.
Do not expect to discuss business during a meal. You should
participate in the conversation, but not try to direct it
too much. Wait until coffee is served to begin any
business.
Stay at a first-class hotel, and entertain there if the
hotel has an excellent restaurant.
If you are invited to a party, it will probably be given at
a private club rather than at a home. Arrive at least
fifteen minutes late.
A snack consisting of cookies, cake, and beverages is
usually served at 4:00 or 5:00 p.m. Brazilian dinners take
place any time from 7:00 to 10:00 p.m.
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Because of the recent elections in the United States, we
thought it a good time to glance at the political system in
Brazil.
Brazil’s government is based on a multi-party system. There
are eighteen parties represented in the Chamber of Deputies
alone! There is a presidential election every four years.
Until recently, the term limit was one year, however the
Brazilian legislature amended the term limits in the
constitution in 1996 so that current President, Fernando
Henrique Cardoso could run for re-election in 1998.
Voting is compulsory for all literate Brazilians from age
18 to 70. It is optional for 16 and 17 year-olds, those
over 70, and those who are illiterate.
President Fernando Henrique Cardoso was elected to his
first term in 1995 and is currently serving an
unprecedented second term in office. He represents the
Partido da Social Democracia Brasileiro (PSDB Party of the
Brazilian Social Democracy).
The National Congress (Congresso Nacional) is divided into
two chambers: the Chamber of Deputies (Câmara dos
Deputados) and the Federal Senate (Senado Federal). The
Chamber of Deputies is composed of 513 elected officials.
They each serve a four year term and the elections are
based on proportional representation. The Federal Senate
has 81 members and the members serve eight-year terms.
Elections are held every four years, when one-third and
two-thirds of the seats are voted on alternately.
Exciting news! According to PC Data, October 2000,
Transparent Language, Inc. has maintained the number one
position in the foreign language software category for the
month of September 2000 and for the entire year to date!
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