Abstract

With the aim to present some salient aspects of the Brazilian culture and how they may affect the processes of international negotiations, the paper addressed the different approaches that point out the specific qualities and patterns of Brazilian negotiator. Based on the international negotiations principles and the role of culture, the study presents some of the most discussed theoretical frameworks that investigate such issues. On the other hand, considering the results of few and disconnected investigations, it identifies the main cultural characteristics of the Brazilian negotiators according to three models. The results of the literature review show that because of the geographical extension of the country and population’s diversity, it is not possible to set up a unique profile of Brazilian negotiator. The paper concludes with some recommendations for potential trader interested in doing business in Brazil.