1. Brazilian Business Etiquette
School of International Studies
UIBE

2. Brazil is the largest country of Latin America, she not only abounds in scenic and natural wonders but also nurtures 170 million people of different races and colors. In this full of pioneering spirit land, the Brazilian has created flourish and gorgeous multi-cultures.

3. Facts and Statistics
Location:  Eastern South America bordering Argentina,
Bolivia, Colombia , French Guiana, Guyana, Paraguay,
Peru, Uruguay, Venezuela
Capital:   Brazilia
Climate:  mostly tropical, but temperate in south
Population:  184,101,109
Ethnic Make-up: white (includes Portuguese, German,
Italian, Spanish, Polish) 55%, mixed white and
black 38%, black 6%, other (includes Japanese, Arab,
Amerindian) 1%
Religions:  Roman Catholic (nominal) 80%
Government:  federative republic

4. Language in Brazil
Language is one of the strongest elements of Brazil's national unity.
Portuguese is spoken by nearly 100 percent of the population.
The only exceptions are some members of Amerindian groups and immigrants, primarily from Japan and South Korea, who have not yet learned Portuguese.
The principal families of Indian languages are Tupí, Arawak, Carib, and Gê.

5. Portuguese culture Spanish culture Brazilian culture Italian culture
Other European immigrants
Spanish culture
Brazilian culture
Italian culture
German culture

6. Brazilian Diversity
Brazil is a mixture of races and ethnicities, resulting in rich diversity.
Many original Portuguese settlers married native women, which created a new race, called 'mestizos'.
'Mulattoes' are descendents of the 'mestizos'. 
Unlike many other Latin American countries where there is a distinct Indian population,
Brazilians have intermarried to the point that it sometimes seems that almost everyone has a combination of European, African and indigenous ancestry.

7. National characters Extroversive They are generous and sincere.
Active, humor and enjoy crowds
They are friendly, confident and talkative.
Like sports
They like sports, singing and dancing.

8. The Brazilian Class System
Despite the mixing of ethnicities, there is a class system in Brazil.
Few Brazilians could be described as racist, although social discrimination on the basis of skin color is a daily occurrence.
In general, people with darker brown skin are economically and socially disadvantaged.
The middle and upper classes often have only brief interaction with the lower classes - usually maids, drivers, etc.
Class is determined by economic status and skin color. There is a great disparity in wage differentials--and therefore lifestyle and social aspirations--among the different classes.

9. Although women make up 40% of the Brazilian workforce, they are typically found in lower paid jobs such as teaching, administrative support, and nursing.
The 1988 constitution prohibits discrimination against women, but inequities still exist. The one place where women are achieving equality is in the government.

10. Brazilian Family Values
The family is the foundation of the social structure and forms the basis of stability for most people.
Families tend to be large (although family size has been diminishing in recent years) and the extended family is quite close.
The individual derives a social network and assistance in times of need from the family.
Nepotism is considered a positive thing, since it implies that employing people one knows and trusts is of primary importance.

11. Introductions
It is acceptable to shake hands with both men and women upon meeting.
It is common for a woman (in addition to offering her hand) to also offer the side of her face for a kiss on the cheek.
The Brazilian custom is to give two kisses, starting with the left and alternating cheeks.
If visitors are seated, they should stand when introduced to someone.

12. men may stand when a woman enters the room.
It is best to follow the example of others in the room.
A visitor making introductions should introduce the oldest man first unless there are women in the group.
If women are present, they should be introduced before the oldest man.

13. Business cards should not be handled with disregard.
When offered a business card, you should look at it, thank the host and place it carefully in a wallet, carrying case or a suit pocket.
A visitor should only offer a business card after first receiving one.

14. It is not necessary to carry bilingual business cards in Brazil.
It is very rare for people to use surnames for common address.
Most Brazilians, men and women, refer to each other by their first names, even in professional correspondence and interactions.

15. Visitors need not refrain from using first names after an introduction but should simply ask their hosts at that time if they may use their first names.
Some distinguished Brazilians, heads of companies and the elderly should be addressed by their titles until they ask the visitor to do otherwise.

16. English titles are not acceptable and may not be understood.
Common titles are Doutor (pronounced doe-tor) for lawyers, professors, engineers and other professionals and Senhor (pronounced se-nyor) for company chiefs and elderly Brazilians.
Women, however, should usually not be called Senhora (pronounced se-nyora) since this can be an insulting indicator of age and is usually reserved only for married women.

17. Many Brazilians will use two surnames.
In Brazil's case, the mother's maiden name comes directly after the first name, while the father's surname comes last.
To confuse matters even more, many Brazilians have two first names.
For example, Ana Paula Vicente de Moraes would be referred to as Senhora de Moraes or
by her first name, Ana Paula.

18. Business conversations may be very informal, and a sense of familiarity is usually encouraged from the very beginning.
It is common for hosts to wait to discuss business until the last minute, and they may politely avoid attempts by visitors to have business discussed in a more timely fashion.

19. Meeting Etiquette
 Men shake hands when greeting one another, while maintaining steady eye contact.
Women generally kiss each other, starting with the left and alternating cheeks.
Hugging and backslapping are common greetings among Brazilian friends.
If a woman wishes to shake hands with a man, she should extend her hand first.
Black people prefer shaking hands and patting on the left shoulder with the left hand.

20. ——bath ritual Conventions The first is inviting guests to bathe.
The more times they invite,
the more friendly.
The longer guests bathe,
the more respectful they are.

21. ——Brazilian aboriginal reception
A wizard breathe on the guest’s face, they think it can blow away the disease which guest brings.
Men give speeches tearfully, they think tear welcomes messengers of peace.
Guest’s cheek is painted red or black by the paint which is modulated with saliva（唾液） and leaves.

22. ——symbol
Some people draw a tiger on their chests to show bravery and power.
Some people draw an arrow to show they are best archer.

23. Body Language and Gestures
Visitors are not expected to keep their distance, and it is common for two people to stand close to one another (even less than half an arm's length from one another) while conversing.
It is common for people to touch someone's arm or to even squeeze an arm or shoulder while having a conversation.
You should expect friendly pats on the back and even an arm draped across your shoulder from local business contacts and hosts.
Men will sometimes embrace one another in greeting.

24. It is not polite to place your hands on your hips or to cross your arms while having a conversation.
Do not smack your palm onto a closed fist for emphasis since this is an obscene gesture in Brazil.
The "OK" sign made by joining the index finger to the thumb in the shape of a ring is also inappropriate.
Generally, it is considered rude to enter a building wearing a hat, even if it is only intended to guard one from the sun.

25. Smoking is illegal in most public places
Smoking is illegal in most public places. People do not eat on the street or on public transportation.
Don’t push or shove people in lineups—even if others are doing so.
Be careful when crossing street, since traffic is chaotic and extremely fast.
Machismo in Brazil takes a milder, more subtle form than in other Latin American countries.
They don’t perceive themselves as Hispanics, and will take offense if addressed in Spanish.

26. Business cards
Pay close attention to business cards that are handed to you. It's often the custom in this region to cross out certain titles or family names if the person prefers not to be addressed in such a manner.
If a particular name is underlined it indicates that the associate prefers that name during normal conversation.
Address people formally by using their father's family name but in writing, use the mother's family name previous to the father's family name.

27. Business cards should be printed in Chinese on one side, with the name you prefer underlined, and Portuguese on the opposite side.
Bring plenty of cards and hand them out freely.

28. Making appointments
They prefer long-term business relationships to hit-and-run deals.
Make appointments well in advance and no matter how many times you've dealt with a particular company or associate.
Never drop in unannounced or expect to see the person without at least two weeks' notice.
Good appointment times are from ten in the morning until noon or from three p.m. until five p.m.

29. Find out when the Brazilian carnival is and schedule no appointments during this time.
Punctuality is not a priority with many businessmen in the land, so prepare to wait for your associate's arrival, but prepare yourself to be punctual.
Protocol usually requires everyone involved to arrive on time for business meals or dinner affairs.
Schedule only one appointment per day since meetings often run very late and you'll be viewed as rude and arrogant if you leave the meeting before your Brazilian counterparts.

30. In this country, people stand very close when talking.
Eye contact must be held when speaking or being spoken to, if you don't want to be considered rude.
Conversation is rapid and moves along at a very fast pace.
It's not unusual for much physical contact to take place.
The local language is Portuguese. If possible, learn a few phrases which will definitely be appreciated by your associates who will see this as initiative.

31. Stick with the term United States or U.S. or even "in the states".
Since Brazilians are also from "America", albeit South America, they won't appreciate phrases such as
“In America we..." or
"as an American, he...".
Stick with the term United States or U.S. or even "in the states".

32. Dress
It's extremely hot and humid in Brazil so choose clothing that is lightweight and light in color.
June through August is Brazil's winter and
December through February are the summer months.
Dark suits are suitable for any business occasion but light-colored suits are acceptable in the summer.

33. Conservative is the keyword when dressing for a business meeting.
Avoid flashy ties but display your status by choosing a line of demure silk ties.
Elegant yet conservative dresses or pantsuits (长裤套装) for women are acceptable.
Make up for women is not popular in this region so strive for a natural look if you do wear make up.
Avoid wearing green and yellow together which are the colors of the country's flag.
Street garb is dressier than in the U.S. Avoid shorts or droopy pants and stained shirts.

34. Doing business with Brazilians
Brazilians need to know who they are doing business with before they can work effectively. 
Brazilians prefer face-to-face meetings to written communication as it allows them to know the person with whom they are doing business.
The individual they deal with is more important than the company.

35. Since it has a group culture, it is important that you do not do anything to embarrass a Brazilian.
Criticizing an individual causes that person to lose face with the others in the meeting.
The person making the criticism also loses face, as they have disobeyed the unwritten rule.

36. Communication styles
Communication is often informal and does not rely on strict rules of protocol.
Anyone who feels they have something to say will generally add their opinion.
It is considered acceptable to interrupt someone who is speaking.
Face-to-face, oral communication is preferred over written communication.
When it comes to business agreements, Brazilians insist on drawing up detailed legal contracts.

37. Topics
Although the foreign associates may ask you personal questions they don't appreciate anyone delving into their own personal affairs. Be vague if you don't want to give out your personal info.
Avoid topics of marital status, children's ages, income and other touchy subjects.
Great topics of conversation are your travels, life in China, or a great love of Brazilians - soccer.

38. Associates will probably move rather quickly to calling you by your first name but do not address them likewise unless they have done so first.
If you're unsure of the person's title, "Doctor" is an acceptable address.
Even if the person is not a physician the title is given to those you respect.

39. It is much more acceptable to ask the correct pronunciation of a name rather than saying it wrong.
For those with no formal title, "Senhor“ (Sir) and "Senhora“ (Mrs) are the titles to use.

40. Business Negotiation
Expect questions about your company since Brazilians are more comfortable doing business with people and companies they know.
Wait for your Brazilian colleagues to raise the business subject.
Never rush the relationship-building time.

41. Brazilians take time when negotiating.
Do not rush them or appear impatient.
Expect a great deal of time to be spent reviewing details.
Often the people you negotiate with will not have decision-making authority.
It is advisable to hire a translator if your Portuguese is not fluent.
Use local lawyers and accountants for negotiations.

42. Brazilian business is hierarchical.
Decisions are made by the highest-ranking person.
Brazilians negotiate with people not companies.
Do not change your negotiating team or you may have to start over from the beginning.

43. With the exception of Sao Paulo, Brazilian business culture generally has a slow pace and an informal atmosphere.
Start a meeting with good-natured “small talk.”
They tend to be very reticent about discussing their private lives.
Private offices are not common in Brazil.
Brazilians are generally analytical, abstract thinkers.

44. Subjective feelings always prevail in problem-solving and decision –making.
Use you personality, cultural-awareness, and other interpersonal skill to win your Brazilian counterparts over to your side.
Never leave as soon as a meeting is over.
In the various subcultures of Brazil, a written agreement may not be considered final, and can be subject to change.

45. Punctuality
Brazilian business people aren’t known for their punctuality.
This isn’t a nation of clock-watchers.
They tend to be late.
You must be punctual.
What someone is doing right now may be so important that the next item simply has to wait.
Tardiness a sign of disrespect on Brazilian’s part.

46. Business Meeting Etiquette
Business appointments are required and can often be scheduled on short notice;
it is best to make them 2 to 3 weeks in advance.
Confirm the meeting in writing.
It is not uncommon for appointments to be cancelled or changed at the last minute.
In Sao Paulo and Brasilia it is important to arrive on time for meetings.
In Rio de Janeiro and other cities it is acceptable to arrive a few minutes late for a meeting.

47. Do not appear impatient if you are kept waiting.
Brazilians see time as something outside their control and the demands of relationships takes precedence over adhering to a strict schedule.
Meetings are generally rather informal.
Expect to be interrupted while you are speaking or making a presentation.
Avoid confrontations. Do not appear frustrated with your Brazilian colleagues.

48. Gift Giving
It is common to give gifts to business hosts. If invited to a Brazilian's house, bring the hostess flowers or a small gift.
Appropriate gifts are perfume, whiskey or other luxury spirits, wine, flowers and chocolates.
Gifts should cost anywhere from US$25-$100.
White flowers are a good gift choice in Brazil because it is a neutral color associated with peace and good intentions.
If you plan to give foods or beverages as gifts, note that imported goods are more valued than local products.

49. Visitors are not expected to send thank-you notes, but
if a personal connection is forged with a Brazilian business associate, it is appropriate to send a casual, affectionate note of salutation and thanks after leaving.
Gift-giving during a first meeting is not a necessity.
When an occasion presents itself later, for gift-giving, use what you have learned about the person to choose an appropriate gift.
Formal situations are not usually the time for giving gifts, but a relaxed social occasion is much better.

50. Overly expensive gifts will likely be seen more as a bribe than anything else.
Avoid lavish gifts of expense and choose instead, a gift that is moderately priced.
Small electronics such as calculators or palm pilots are much appreciated and so are popular music CD's.
 Orchids are considered a very nice gift, but avoid purple ones.
Avoid giving anything purple or black as these are mourning colours.
Handkerchiefs are also associated with funerals, so they do not make good gifts.
Gifts are opened when received.

51. Bring chocolates or fine liqueur when invited to a person's home.
Avoid giving anything in black and purple - funeral colors.
Gifts of pointed objects like a letter opener or knife set will be seen as a wish to sever the relationship.
Stay away from personal gifts like jewelry, wallets, or anything wearable.

52. Gender Issues
Brazilian women have made great strides towards equality in all areas, but they still face discrimination and sexism.
Foreign women may face slight discrimination and may be treated differently from their male counterparts.
It is not advisable for female business visitors to use public transportation—they should use taxis instead.

53. Relationship building
Brazilians generally prefer to know you on a very friendly level before going into business with you.
Put out the effort to push business aside, temporarily, until a good rapport is established between the parties.
Brazilians will not appreciate the transfer of responsibility from one person to another, in the middle of a business deal.
They would prefer to work with the same person or people throughout the entire time.

54. If they like you they will consider your proposal
If they like you they will consider your proposal. If not you won't go far in this country.
Knock before entering any office room and then wait for a response.
Never knock then enter without being asked to do so.
Don't be surprised if the Brazilians aren't interested in signing paperwork shortly after the agreement is reached.

55. A handshake or your word is all that's required and the paperwork can be dealt with at a later date.
Be aware that in some areas of the country signed documents aren't necessarily binding.

56. Dining Etiquette If you are invited to a Brazilian's house:
Arrive at least 30 minutes late if the invitation is for dinner.
Arrive up to an hour late for a party or large gathering.
Brazilians dress with a flair and judge others on their appearance. Casual dress is more formal than in many other countries. Always dress elegantly and err on the side of over-dressing rather than under- dressing.
If you did not bring a gift to the hostess, flowers the next day are always appreciated.

57. Toasting
If you are toasted during a business or social occasion, make sure to take a sip before setting your glass down or
you'll send a message to the toaster that you didn't appreciate the toast.
In addition, be prepared to offer a toast to the person who toasted you first.

58. Never eat any foods with your fingers.
Never cut any food with the side of the fork but use a knife to cut all foods.
After cutting, place the tip of the knife on the plate and rest the butt of the knife on the table.
Then pick up the fork and eat a bite.
When finished eating, place your fork in a position horizontally on the plate with tines upward.

59. Business is normally not discussed during social dinners until after coffee is served, at the end of the meal.
Wait until your Brazilian associates approach the topic of business before you do.
Make sure you send a note of thanks the following day for any social engagements you attended the previous night.
Flowers along with the note go a long way.

60. Gestures Never give the okay sign,
as this is very vulgar in Brazilian.
To call a waitress over to your table, outstretch the arm, leave palm downward, then curl fingers towards you.
The "thumbs up" sign is perfectly acceptable when signaling that something is going well.
Yawning or stretching in public is, for the most part, taboo.
It's also rude to eat in public or while using public transit.

61. Taboos and Other Issues
It is generally taboo to lose one's composure in a business or social situation.
Brazilians are conscious of social manners and will quickly write off visitors who act arrogantly or aggressively.
It is appropriate to ask about an acquaintance's family members.
It is common for family issues to be discussed among business acquaintances.

62. Visitors usually will not be expected to take off their shoes before entering a home, although in Sao Paulo, where there is a large Japanese community, this might be an occasional practice.
It is appropriate to complement a host's possessions and home.
Your choice of hotel should reflect the importance of your business in the country.
In the less-frequented cities, business travelers should inquire about the hotel where most business is done since other hotels will be considered substandard by their hosts.

63. When visitors drive, they should be aware that Brazil has some of the highest road-fatality rates of anywhere in the world.
Outside of the principal cities, visitors should inquire about road conditions before setting out.
It may be advisable to hire a car and driver while on business in Brazil, particularly if you intend to stay for an extended period, since dealing with taxis may become expensive and tiresome.

64. Useful information and links about Brazil
Currency - the currency of Brazil is known as the Real (BRL). Use the free currency converter to compare to dollars, GBP or Euro.
Weather - visit Yahoo!'s up to date Weather for Brazil.
Translation Services - do you need a Portuguese translation service?
News - check out all the latest Google news on Brazil.
Intercultural Know-how - use the Intercultural Business Communication tool for tips on doing business in Brazil.

65. Dialing Code - the international dialing code for Brazil is +55.
Time - Brazil is -3 hours GMT. Get the time in Brazil now.
Management - for information about being a manager in Brazil visit the free Management in Brazil guide.
Information- read some interesting facts and information about Brazil.
Hotels - for accomodation see Hotels in Brazil.
Property in Brazil - Sunshine Estates work with local developers and estate agents to offer both local knowledge and a selection of property for sale in Brazil including apartments, villas and land.

66. Thanks for listening! 66