Negotiation in Brazil, Japan and the US
The chart above was used at an INSEAD conference on international management to demonstrate the different ways US Americans, Brazilians and Japanese would negotiate by counting the incidence of various verbal and non-verbal actions. It is surprising to see how the subjects observed from the US and Japan are much closer to each other than they are to the Brazilians in terms of behavior.
We can see how the idea of personal space is very different in Brazil because of their inclination to physically touch their colleagues during the negotiating process, while silence was employed on a frequent basis by the Japanese and not at all by the Brazilians. Interruption, rather, resembles a sign of great interest and enthusiasm for the Brazilians, while silence has a similar affect within the Japanese context.
Can you add to this chart with your own experience? What have you found unique about these three cultures during the negotiation process?
Thank you. Clear and good comparison.
Interesting observations. As with the Brazilians, the concept of personal space does not much exist in India. It is not uncommon for two individuals to periodically touch the other during a conversation or a discussion to make a point. Equally acceptable is the habit of using exaggerated hand gestures and arm movements whilst talking, all of which go towards further emphasising a point of view. Interruptions and talking over is again a completely acceptable practice, as is verbal reinforcement whilst the other person is talking. It is these traits that set one culture apart from the other and defines who we are.
Indeed, brazilians tend to have very close relations in meetings and events, even if they didn´t were introduced previously.
That includes touching, gazing, multiple conversations (brazilians do not mind so much if there are “many meetings” going on at the same place). Interrupting a speech may demonstrate interest, as if the one who interrupts meant something like “I am following you”.
On the other hand, direct confrontation or denial (eg: disagreement, or not to compromise with others positioning) is rather dislikable to brazilians. You should be careful when and how to say no, since we (lol) can take it as a personal offense.