The Difference Between Negotiating With Brazilians And Negotiating With The English

2349 words - 10 pages

It will be discussed the differences between the culture of management and doing business between the UK and the Brazilian business and management culture. These differences are going to be analysed through a situation in which a British woman manager who travels to Brazil in order to make business. It will be analysed the cultural differences using sociological theories as the seven dimensions of Trompenaar which analyses cultures through seven different values, Hofstede Theory and how time is perceived through `monocronic´ and `polycronic´ Hall´s theory. These theories will help to understand and differentiate the management cultural differences between the two countries.
The analysis begins with the research made by the professor Geert Hofstede. Hofstede conducted a research into national and organisational culture through 6 dimensions which are Power distance, Individualism, Masculinity, Uncertainty Avoidance, Pragmatism and Indulgence. After the research, every country has a score in every dimension of the research. The higher the score is, the more presented is the dimension in the society.( Hofstede Center,2014)
The analysis will be focus on `uncertain avoidance´. `Uncertain avoidance´ could be defined as the way that a society deals with the fact that the future can never be known (Hofstede Center, 2014).The score of Brazil is 76 which is fairly high. As the rest of Latin American society show a strong need for rules and elaborate legal systems in order to structure life. In Brazil, as in all high Uncertainty Avoidance societies, bureaucracy, laws and rules are very important to make the world a safer place to live in. Brazilians need to have good and relaxing moments in their everyday life, socialising with friends and family (Hofstede Center,2014). The score of the UK is 35, which is a low score on uncertainty avoidance. This means that as a nation they are quite comfortable to wake up not knowing what the day brings and they are happy to ‘make it up as they go along’ changing plans as new information comes to light. As a low uncertain avoidance country the British is comfortable in ambiguous situations - the term ‘muddling through’ is a very British way of expressing this fact (Hofstede Center, 2014).

Indulgence is one of Hofstede’s dimensions; this dimension is defined as the extent to which individuals try to control their desires and impulses, based on the way they were raised. Brazil’s score in this dimension is 59(Hofstede Centre, 2013). As a Latin America country, individuals in societies classified by a high score in indulgence normally show their desires and impulses combined with enjoying life and having fun. ( Hofstede Centre, 2013). This fact should be taken seriously as the employees cannot take the work seriously, the woman manager should encourage the employees to concentrate on their work and do not think about their personal desires and impulses
As it is expected, the UK has a higher score 69. But it is not a big...

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