Brazilian negotiation operates through parallel formal and informal channels, with informal processes often proving more decisive. Official meetings and documented negotiations matter, but they don’t fully describe where decisions actually get made. Real positions may develop through corridor conversations before formal sessions. Access to decision-makers may come through relationships rather than organization charts.
Solutions may be reached over meals or through intermediary conversations, then ratified through official processes. Those who work only formal channels find themselves at disadvantage compared to those who understand and navigate the informal reality. Investment in relationships and informal channels is necessary for understanding actual positions and influencing actual decisions.
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