UNIVERSITY OF KARACHI
DEPARTMENT OF COMMERCE
“SPEECH COMMUNICATION”
CROSS-CULTURE BUSINESS
COMMUNICATION
(BRAZIL v/s CHINA)
SUBMITTED BY:
AREEBAH MATEEN
(15111006)
SUBMITTED TO:
SIR M. FARRUKH ASLAM
“CROSS-CULTURAL
COMMUNICATION”
DEFINITION:
Cross-cultural communication is a field of study that looks at how people from
differing cultural backgrounds communicate, in similar and different ways among themselves,
and how they endeavor to communicate across cultures.
Cross-cultural communication has become strategically important to companies due to the
growth of global business, technology, and the Internet. Understanding cross-cultural
communication is important for any company that has a diverse workforce or plans on
conducting global business. This type of communication involves an understanding of how
people from different cultures speak, communicate, and perceive the world around them.
“CROSS-CULTURE BUSINESS
COMMUNICATION”
(BRAZIL v/s CHINA)
GREETINGS
ART OF CONVERSATION
BODY LANGUAGE
WHAT TO WEAR?
BUSINESS CARDS
BUSINESS MEETINGS
“CROSS-CULTURE BUSINESS
COMMUNICATION”
(BRAZIL vs CHINA)
GREETINGS:
“BRAZIL”
Handshaking, often for a long time, is common form of greeting between business colleagues, both upon arrival
and upon exiting the room.
Greetings involving women will involve kissing of both cheeks. Hugging and back slapping is very common
amongst men in Brazil.
Regarding titles of courtesy, most people should be addressed with a title followed by their surname. Once you
know them, it is common to use just first names or else their title followed by their first name. If the person does
not have a title, use Mr. /Senhor, Mrs. /Senhora and Ms. /Senhorita.
“CHINA”
Handshakes are common but wait for your Chinese counterpart to initiate the gesture.
As a sign of respect, many Chinese will look towards the ground when greeting someone.
Regarding titles of courtesy, most people should be addressed with a title followed by their last name. If the
person does not have a title, use ‘Mr.’ or ‘Madam’.
ART OF CONVERSATION:
“BRAZIL”
When you meet someone for the first time, it is polite to say "Muito Prazer" (tr. "my pleasure"). Expressions such
as "Como Vai" and "Tudo Bem" are common forms of saying "hello" once you know someone and can show you
are making an effort to know them.
If you here the term “Jeito” - it refers to the idea that nothing is set in stone, that a good attempt can break a rule.
In Brazil, constant interruption whilst someone is talking is often considered acceptable. Avoid publicly
criticizing your Brazilian counterparts, so they do not lose their pride in front of others.
“CHINA”
In Chinese culture, the questions "Have you eaten?" or "Where have you been?" are pleasantries equivalent to the
traditional "How are you?" in the English-speaking culture. Therefore, do not take it literally and start getting into
details in your answer! Simply answer "yes" if you have eaten - even if you haven't – or simply smile and say
"thank you!"
Chinese people consider negative answers impolite, so find alternatives ("I’ll think about it"/"maybe"/"we'll see")
instead of a blunt "no".
In the Chinese culture it is not acceptable to interrupt someone who is speaking. Never openly criticize someone
in front of others, for "maintaining face" is very important for Chinese people.
BODY LANGUAGE:
“BRAZIL”
Do make eye contact as this shows you are paying attention, interested and honest.
They speak in very close proximity, with lots of physical contact (touching of the arms, elbows and back).
To express appreciation, a Brazilian may appear to pinch his earlobe between thumb and forefinger.
Clapping the back of a hand against the palm of the other hand signifies that they don't care or are not interested.
The O.K. sign in Brazil is considered rude.
“CHINA”
Do maintain good eye contact, avoiding eye contact is considered untrustworthy.
Body posture should always be formal and attentive as it demonstrates self-control and respectfulness.
Physical contact must be avoided at all cost.
Avoid using hand movements and acts that involve the mouth.
Don’t assume that a nod is a sign of agreement. More often than not, it signifies that the person is simply
listening.
WHAT TO WEAR?
“BRAZIL”
Brazilians are very proud of their appearance and being well dressed will earn respect.
Men should wear a suit and tie.
Women are required to dress elegantly in a suit, jacket and trousers or a formal business dress.
Brazilian women place great emphasis upon appearance and there is a preference for a touch of glamour.
“CHINA”
Bright colors should be avoided.
Men should wear conservative business suits.
Women should wear conservative business suits or dresses with a high neckline. Women should wear flat shoes
and women should avoid high heels.
Revealing clothing for women is considered offensive to Chinese businessmen.
BUSINESS CARDS:
“BRAZIL”
Business cards are exchanged during introductions.
It is advisable, although not required, to have the other side of your business card translated into Portuguese.
Present your business card with the Portuguese side facing the recipient.
“CHINA”
Business cards are exchanged after the initial introduction.
It is advisable to have one side in English and the other in Chinese printed with gold ink, since gold is an
auspicious color.
Present your business card using two hands and ensure the Chinese side is facing the recipient; receive the
business card with two hands and attentively examine it for a few moments.
Never write on a business card or put it in your wallet or pocket. Carry a small card case.
BUSINESS MEETINGS:
“BRAZIL”
Brazilians prefer face-to-face meetings to written communication as it allows them to know the person with
whom they are doing business.
Business appointments are required and can often be scheduled on short notice; however, it is best to make them 2
to 3 weeks in advance. Confirm the meeting in writing.
Schedule extra time in between meetings to allow for any additional time needed since they are often delayed or
cancelled without warning.
The individual they deal with is more important than the company.
Meetings are generally rather informal. Negotiations are known to occur over meals, often lunch.
It is advisable to hire a translator if your Portuguese is not fluent.
Use the help of local lawyers and accountants for negotiations.
Brazilians are very much in favor of properly drawn up legal documents.
In Sao Paulo and Brasilia it is important to arrive on time for meetings. In other cities it is acceptable to arrive a
few minutes late for a meeting. So punctuality is more relaxed. Try to come on time yourself.
Brazilian business is hierarchical. The final decisions are usually made by the highest ranking person; therefore, it
takes some time to make a deal.
An extensive system of regulations combined with a relaxed attitude to time often results in lengthy business
interactions. It is imperative not to rush this process and not to show feelings of frustration or impatience, because
Brazilians pride themselves on their ability to be in control, so acting in a similar fashion will improve your
relationship and interactions with your Brazilian counterparts.
Giving a gift is not required at a first business meeting; instead buy lunch or dinner.
“CHINA”
The Chinese prefer face-to-face meetings rather than written or telephonic communication.
Contacts should be made prior to your trip and appointments should be made between 1 to 2 months in advance.
The Chinese see foreigners as representatives of their company rather than as individuals.
Punctuality is vital. Being late is a serious offence in the Chinese business culture.
Rank is extremely important in business relationships and you must keep rank differences in mind when
communicating, entering the room, seating, etc.
Meals and social events are not the place for business discussions.
The Chinese don't like doing business with companies they don't know, if you do not have a contact within the
company, use an intermediary to arrange a formal introduction. Once the introduction has been made, you should
provide the company with information about your company and what you want to accomplish at the meeting.
Chinese business people will expect you to be well prepared for the meeting. Make sure to bring several copies of
your proposal ready for handing out. Note that a presentation material is accurate and cannot be misinterpreted;
word, visual aids, etc, should be only in black and white, avoid colors.
It is imperative that you bring your own interpreter, especially if you plan to discuss legal or technical concepts.
Business negotiation takes place in slow pace. You might have to meet up several times to develop strong
relationships of trust to achieve your objectives.
Business is hierarchical. Decisions are unlikely to be made during the meetings you attend, as they require careful
review and consideration.
When the meeting is finished, you are expected to leave before your Chinese counterparts.
It is vital for you to maintain composure during meetings. Causing embarrassment or showing too much emotion
could have a negative effect for a business negotiation.
Do not bring presents! The gesture is considered bribery, which is illegal in the country.
