October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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Chapter 10. Cross-Cultural Negotiation
Jayant J., representing an Indian software company, waited impatiently for a local manufacturer in Sao Paulo, Brazil to clinch a business deal. After waiting almost one-and-a-half hours, it took all his effort to welcome the relaxed Brazilian, who barged into the lounge without even an apology and started the conversation with a joke. The Brazilian's habit of communicating by standing very close and touching Jayant frequently made Jayant, a stickler for etiquette, very uncomfortable and irritated. At the close of the deal, the Brazilian's reply for a firm commitment, “si Deus quizer” (“if God wishes”), was the final straw for Jayant, who thought the Brazilian was being vague. The meeting was a failure and ...
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