Brazilian communication conveys meaning through context and relationship as much as through explicit words. A “yes” may signal genuine agreement, polite acknowledgment, or desire to avoid uncomfortable direct refusal. Requests may be declined through indirection—expressions of difficulty or the need to consult others—rather than explicit “no.” Silence or topic change may communicate more than words. Skilled negotiators read the full context: the relationship, the situation, the manner of delivery, and the implicit signals beneath the surface.
Literal interpretation of statements misses important information. What is not said often matters as much as what is said. The real negotiating information frequently lives in the subtext, and attending to that subtext is essential for understanding actual positions.
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