Opening positions in Brazilian negotiation are understood as starting points, not final offers. A stated price invites counter-offer. An initial “no” often means “not under these conditions.” Brazilians typically don’t expect their opening positions to be accepted and would be surprised if they were.
The real negotiation happens in the space between stated positions as both sides move toward workable agreement. Taking stated positions at face value suggests you don’t understand the process. Continued engagement is expected—persistence combined with appropriate approach often transforms rejection into acceptance.
This isn’t unreliability; it’s how the negotiation dance works. Both sides understand that stated positions establish the playing field where the actual agreement will be constructed.
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