Gonzalo 633042

Davit karapetian #665712

Jose Fco Rabago #616981

Hofstede's 6 Cultural Dimensions:

Dimension Brazil Mexico Impact on Negotiation

Power Distance (PDI) High (74) High (81) Hierarchical structures.
Respect for authority
figures. Decisions take
longer.
Individualism (IDV) Moderate (70) Low (29) Focus on group goals
in Brazil. Stronger
emphasis on individual
achievement in Mexico
(within a hierarchical
structure).
Uncertainty Avoidance High (75) High (82) Need for clear rules
(UAI) and procedures.
Discomfort with
ambiguity. Extensive
preparation preferred.
Masculinity (MAS) Masculine (79) Masculine (69) Assertiveness valued.
Competition expected.
May involve challenges
to status.
Long-Term Orientation Short-Term (44) Short-Term (28) Focus on immediate
(LTO) results and
relationships.
Indulgence (IND) High (85) Moderate (62) Importance of
enjoyment and
personal gratification in
Brazil. More restrained
approach in Mexico.

1. 12 Negotiating Variables:
○ Basic Concept of Negotiation:
○ Brazil: More relational, seeking win-win solutions while maintaining
relationships.
○ Mexico: Focus on achieving specific goals within hierarchical structures.
2. Criteria to Select Negotiators:

○ Brazil: Experience, relationship-building skills, and cultural awareness.

○ Mexico: Status, authority, and technical expertise.
3. The Role of Individual Aspiration:

○ Brazil: Individual aspirations are secondary to group goals.

 ○ Mexico: Individual success within the hierarchical structure can be a
motivator.
4. Concerns with Protocol:

○ Brazil: Less rigid, but respect for hierarchy is expected.

○ Mexico: More emphasis on formal titles and formalities.
5. Importance of the Type of Issue:

○ Brazil: Relationship-building may precede addressing the issue.

○ Mexico: Focus may be placed directly on the issue at hand.
6. Complexity of Language:

○ Brazil: More indirect communication style, leaving room for interpretation.

○ Mexico: More direct communication, but respectful within the hierarchy.
7. Nature of Argument:

○ Brazil: Emotional appeals and personal connections may be used.

○ Mexico: Focus on logic and reason within hierarchical constraints.
8. Value of Time:

○ Brazil: More flexible approach to deadlines.

○ Mexico: Importance of punctuality and meeting deadlines.
9. Bases of Trust:

○ Brazil: Personal relationships and a sense of simpatía (liking).

○ Mexico: Formal agreements and respect for authority.
10. Risk-taking Propensity:

○ Brazil: More open to creative solutions and taking calculated risks.

○ Mexico: Aversion to risk due to high uncertainty avoidance.
11. Decision-making System:

○ Brazil: More consensus-oriented, involving multiple stakeholders.

○ Mexico: Decisions made higher up in the hierarchy.
12. Form of Satisfactory Agreement:

○ Brazil: Informal agreements based on trust and relationships.

○ Mexico: Formal, written agreements with clear terms.