1、Key expressions

Making proposals and counterproposals

Bidding and bargaining

2、Business across Cultures 文化广角

Doing business in Brazil

Brazil is a person-oriented culture where the organization exists to help people achieve their purpose. Forming relationships is key to business success. This can be contrasted with a task-oriented culture which is more focused on specific jobs that need to be done and less with the people.

Brazil is an emotional culture, where it is important to show how you feel. In more neutral cultures, people hide what they are feeling and they may be embarrassed by shows of emotion.

3、Bizbits 生意经拾萃

Approaches to bargaining and negotiating can vary according to whether a company or culture is deal-focused or relationship-focused.

Most negotiators lie somewhere between the two extremes. It is useful not only to recognize where your counterpart in the negotiation is placed, but also to identify which style reflects your own attitude to bargaining. How would you describe your culture?

Deal-focused

It is important to get down to business as quickly as possible. Written agreements are essential to prevent misunderstandings and to solve problems. It is better to be direct so that you can be clearly understood. It is better to be honest and say if something can't be done.

Relationship-focused

It is important to develop a relationship before getting down to business. Personal trust is more important than a detailed contract. Indirect language helps to maintain harmony. It is very important to avoid giving offence. If you can't do something, you can at least show willingness to try.

（来源：美联英语学习网）