In Brazil, negotiation is expected and welcomed. The customer who accepts stated price without discussion seems either naive or uninterested in relationship. The supplier who refuses to negotiate seems rigid and unwilling to engage.
The process of negotiating—discussing terms, exploring possibilities, finding mutual accommodation—is itself relationship-building. It shows you care enough to engage, that you see this as relationship rather than mere transaction. Even when terms don’t change much, the conversation matters.
When buying from Brazilians, negotiate. Not aggressively, but engagingly—showing you understand how this works. When selling, expect negotiation and participate willingly.
The back-and-forth isn’t obstacle to the deal; it’s part of how the deal becomes a relationship. Embrace the process. Brazilians respect those who negotiate well; they distrust those who won’t negotiate at all.
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