When you are doing business in Brazil, there is a set etiquette that can lead to success or failure. Navigating the tax system and other accounting services in Brazil can be difficult enough. If you want to do business in Brazil you have to follow the etiquette, or assume failure, especially since Brazilians are fond of nepotism and will seek out local sources before coming to a stranger. You have to give them a reason to come to you.
Things are very informal in Brazil, but some customs cannot be abused. For instance, open and lengthy discussions filled with interruptions all around are a very common scene, when it comes to a business meeting. However, always remember that as open as these discussions are, it is never acceptable to criticize anyone in public. It makes them lose face, as well as you.
Speaking of “face,” the Brazilians much prefer to do business on a face-to-face basis, rather than through written talks. In fact, the individual means far more than the business itself does, and the topic of business cannot be brought up by you. You must instead wait for them to bring it up — and show no signs of impatience while you wait.
When doing business in Brazil, respect the language of Portuguese and remember that individual relationships are far more important than a company. In fact, if you can’t cultivate individual relationships, you can’t do business in Brazil. Eye contact and a friendly attitude that is somewhat looser than the formal attitude of most US businessmen will serve you well in Brazil.