If you happen to come to Brazil to do business, it will most likely be in one of Brazil’s large metropolitan areas, where business styles and practices are fairly international, and where local business people are familiar with foreigners. In these areas, people may even speak English, eliminating the need for a translator. But unless you speak Portuguese fluently, or your negotiation partners speak excellent English, it is best to hire an interpreter.
It is a good idea to learn some Portuguese before going to Brazil. Being able to speak a few phrases and respond to common greetings and questions will show Brazilians that you respect their country and culture.
To make an even better impression, take the time to learn about Brazil and its cultural background before you go. Knowing about a few Brazilian football players, or being able to comment on the performance of the Brazilian football team, will certainly help break the ice at the beginning of a meeting.
Avoid scheduling a business trip during the Brazilian summer from December through February, as this is the time when most Brazilians take their holidays.
When doing business in Brazil you should establish first contacts, there are several ways to make business contacts in Brazil. It will be a good idea to look for the Brazilian trade office in U.S.A. in order to get information about potential business partners. If you get to Brazil in search of business contracts, it is best to contact the chamber of commerce of U.S.A. or the U.S.A. embassy or the foreign trade office. These agencies will provide important contacts and information to enable you to break into the local business world.
In Brazil, when first introduced to someone at a meeting, it is customary to use the polite form of address, that is, “senhorl or senhora” (Mr. or Mrs.) followed by the person’s last name. When in doubt, use the same form of address as your negotiation partners. Also, bring a sufficient supply of “cartoes de visita” (business cards), since they are commonly exchanged during meetings or when making a contact. Expect business meeting to begin informally, it is customary to enjoy a “cafezinho” (coffee) and chat about current events in politics, sports and the economy before talking about business.
When making a business presentation, keep in mind that Brazilians take their time to negotiate deals, and they do not like to be pressured. It is important in negotiations not to appear pushy, although pressure can be applied in subtle and indirect ways.
Business lunches are a great opportunity to make a first business contact with representatives of the companies you would like to do business with. Business matters are usually not discussed until after the meal, usually when coffee is served. Business lunches are held at reputable restaurants, and the inviting party pays the bill. As with any important business meeting, you are expected to arrive on time.
Business practices vary from region to region, when doing business in the interior, expect business etiquettes and styles to be less international, and to follow more traditional and patriarchal patterns.
Although Brazilians are far from giving in to tropical languor, their concept of timeliness is certainly not as strict as that of most other Westerners. The perception that “time is money” is not valid here, since Brazilians have quite a laid-back attitude toward punctuality.
Businesspeople in Brazil’s large cities are quite fashion-conscious. Men wear dark suits with ties and light-colored long sleeve shirts regardless of the temperatures. However, some businesses may allow short sleeve shirts to be worn without a tie. Businesswomen dress elegantly in business suits and use light make-up during the day. It is also acceptable for women to wear dress trousers, dresses or skirts with a blouse or jacket. For both men and women, nice shoes are important in all work situations. What business people wear also depends on where they work, in general, the dress code for business in Sao Paulo, Belo Horizonte and Brasilia is conservative and formal, whereas it is much more casual and relaxed in Rio de Janeiro and other coastal cities.
Social events are also an important element of successful company management in Brazil. Most companies have “churrascos” (barbecues) from time to time, and organize an annual Christmas party for their employees.
All employees with formal work contracts, for example, those with a “carteira assinada” (signed contract), officially known as “carteira de trabalho e previdencia social or CTPS” (work and social security card), signed by their employer, are entitled to a number of benefits. This includes a 13th month salary paid in December, a paid vacation and 120 days of paid maternity leave for women. Other benefits include meal coupons, and transportation or fuel subsidies.
