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Agenda • Contextual Approach • General Negotiation Techniques • Negotiation Process – Preparation – Initial Meeting – Meeting Etiquette • Q&A  .

Purpose • Indonesian negotiating characteristics • Brazilian negotiating characteristics • Cultural context .

Importance of Issue H L H Importance of Relationship L X .

Negotiation .

General Negotiation Techniques ? Listen Ask Questions 2 Justifications .

Preparation Business Cards Gifts Attire .

Initial Meeting Vibrant Conversation Punctuality Small Talk .

Meeting Etiquette Informal Conversation Wait for Coffee Team Cohesiveness End on a Positive .

General Recommendations español .

Summary • Create positive relationship • Be aware of cultural differences • Make moderate adaptations .

Questions? .

com .Our Team Our Clients Haley Rudolph Chris Michael Justin Reekie Kajsa Cuthbert consulting@rudolphconsulting.

Additional Resources .

. 7(39). pp. (2006). pp.com/Page/19 Lieh-Ching Chang. Mass. & Conaway.. B. P. International and Cross-Cultural Negotiation. & Pinheiro. A Study of Brazil Business Negotiation Strategy.. (2013). Diversity and Intercultural Communication.. International negotiations with Brazil: An essay about culture factor.5897/AJBM11. 233246). • Morrison. W. How to Negotiate with a Brazilian.: Adams Media. Avon. from http://www. R. 4067-4077. 5(1). Barry. New York: McGrawHill/Irwin. 9. (2009). (2014). or Shake Hands: The Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed.: Adams Media. Bow. E. Avon. L. doi:http://dx. In Kiss. (2013. In Kiss. Retrieved June 14. October 10).References • Anson. African Journal of Business Management. In Leadership Communication (4th ed.org/10. J. Retrieved June 13. Bow. (2006). Boston: McGraw-Hill. In Essentials of Negotiation (2nd ed. W. & Saunders. pp. Nunes.561 • Morrison. 2015. • Barrett.. W. Mass.. 222-243). 162-167. Brazil. • Chang. A. (2014). 2015. 225-248). 63-70). T.. B.hraljournal.pdf • Mainardes. D.. T.. pp..doi. & Conaway. Indonesia. . or Shake Hands: The Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed. The Journal of Human Resource and Adult Learning. D. • Lewicki.

com/soccer+ball+logo • Conversation: • http://conversations.wikipedia.svg • Brazillian Flag: • https://en.org/wiki/File:World_Trade_Organization_(logo_and_wordmark).html • Futbol: • http://hdimagelib.svg • UN Logo: • http://commons.jpg • Speech Bubble: • http://galleryhip.Image Sources • Phillipine flag: • http://commons.wikimedia.wikia.eweb4.com/ • OK symbol: .wikimedia.html • Indonesian Flag: • http://onedirection.org/wiki/File:Logo_of_the_United_Nations_(B%26W).com/out/1236780.svg • WTO Logo: • http://commons.org/wiki/Flag_of_Chile#/media/File:Flag_of_Chile.coffeewho.com/wiki/File:Indonesian_Flag.svg • http://hdw.org/wiki/Flag_of_Brazil#/media/File:Flag_of_Brazil.wikimedia.com/square-speech-bubble-icon.org/wiki/File:Flag_of_the_Philippines.wikipedia.svg • Chillean Flag: • https://en.