<\/p>
By Pedro Augusto<\/strong><\/p> <\/p> Although Brazilian and Canadian companies share many similarities\u2014such as their corporate structures, a strong focus on investment in innovation, and the desire to expand bilateral relations\u2014there are still many barriers between professionals from the two countries that need to be overcome. To succeed in business relationships, Brazilians must understand the cultural context in which people operate and how they perceive workplace relations. This is the starting point for entering negotiations, especially in what is often an unfamiliar environment.<\/p> And negotiation is not a battle; it is a process of construction. This was the main message delivered by William Falc\u00e3o, PhD, a professor and consultant specializing in negotiation and people management, to participants of the event Careers and Business Talk \u2013 How to Negotiate in Canada<\/em>. The online event was promoted by the Chamber of Commerce Brazil-Canada, through the Chambre in Canada and the Brazil Hub, and recently brought together individuals interested in doing business in Canada.<\/p> According to Falc\u00e3o, who teaches the subject at the John Molson School of Business at Concordia University in Montreal, negotiation goes far beyond discussing prices or contractual terms. It is a human act grounded in empathy and purpose. He notes that it is still common to view negotiation as a dispute, but true success lies in treating it as a joint problem-solving process. \u201cWhen we realize that negotiation is a way to build relationships, the chances of success increase significantly,\u201d he said.<\/p> The expert also explained that there are two main types of negotiation. The first is distributive negotiation, which is more competitive in nature. This occurs when parties compete over limited resources\u2014such as deciding who gets the largest slice of a pizza. The second is integrative negotiation, which seeks collaboration and mutual gain. \u201cIt\u2019s when we stretch the pizza dough, creating more slices for everyone,\u201d he illustrated.<\/p> The key to this more constructive model lies in effective communication and active listening. Instead of asking only \u201cwhat do you want?\u201d, Falc\u00e3o recommends asking \u201cwhy do you want this?\u201d. According to him, this simple shift \u201copens doors to understanding people\u2019s real motivations and finding creative solutions that satisfy both sides.\u201d<\/p> The professor also addressed the delicate balance between honesty and trust in any negotiation. Revealing too much can create vulnerability; revealing too little can hinder dialogue. He compares the process to building a friendship. \u201cTrust is formed gradually, through balanced exchanges. You share a little, observe the response, and if there is reciprocity, you share more.\u201d<\/p> Canadian culture<\/strong><\/p> The first step Brazilians should take before negotiating with Canadians is to understand how workplace relationships function in the North American country. \u201cWhile in Brazil there is still a greater distance of power, in Canada managers and subordinates interact almost as equals,\u201d Falc\u00e3o said.<\/p> Another striking difference lies in the perception of time. While Brazilians often seek quick results, Canadians value planning and long-term gains. \u201cIt is common for a Brazilian company to want to close a contract within a few weeks, while a Canadian partner is thinking about building a relationship that may take months,\u201d he explained.<\/p> More than teaching techniques, the professor encourages people to rethink the very meaning of negotiation. \u201cNegotiation is not something we are born knowing how to do; it is a skill that is refined through practice, reflection, and sensitivity,\u201d he concluded.<\/p>","protected":false},"excerpt":{"rendered":" During an online CCBC event, professor William Falc\u00e3o highlights that understanding the other party and respecting cultural differences is the first step toward building successful bilateral relationships<\/p>\n","protected":false},"author":55,"featured_media":74446,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":"1080","footnotes":""},"categories":[68],"tags":[555,215,125,1032,229,1965,584,1627,209,227],"class_list":["post-74482","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-news-ccbc","tag-brazil-canada","tag-business","tag-canada-en","tag-canada-day-en","tag-ccbc-en","tag-ccbc-50-anos-en","tag-comex-en","tag-educacao-2-en","tag-innovation","tag-tecnologia-en"],"cp_meta_data":{"_encloseme":["1"],"_wpml_word_count":["{\"total\":672,\"to_translate\":{\"fr\":672,\"pt-br\":672}}"],"_wp_old_date":["2025-04-26"],"_et_pb_use_builder":["off"],"_et_pb_old_content":[""],"_et_gb_content_width":["1080"],"footnotes":[""],"_et_monarch_override":[""],"sb_djhf_disable":["0"],"_et_post_bg_color":["#ffffff"],"_et_post_bg_layout":["light"],"_et_pb_show_title":["on"],"_et_pb_post_hide_nav":["default"],"_et_pb_page_layout":["et_no_sidebar"],"_et_pb_side_nav":["off"],"_wpml_media_duplicate":["1"],"_wpml_media_featured":["1"],"_yoast_wpseo_primary_category":["53"],"_yoast_wpseo_focuskw":["Reforma Tribut\u00e1ria"],"_yoast_wpseo_metadesc":["Evento do Chapter MG reuniu empresas de minera\u00e7\u00e3o e do agroneg\u00f3cio para avaliar impactos nos neg\u00f3cios com o novo sistema em discuss\u00e3o no Congresso"],"_yoast_wpseo_linkdex":["56"],"_yoast_wpseo_content_score":["30"],"_yoast_wpseo_estimated-reading-time-minutes":["5"],"_et_builder_dynamic_assets_loading_attr_threshold":["2"],"_wpml_location_migration_done":["1"],"_thumbnail_id":["74446"],"_edit_lock":["1765888790:55"],"_edit_last":["55"]},"acf":[],"_links":{"self":[{"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/posts\/74482"}],"collection":[{"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/users\/55"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/comments?post=74482"}],"version-history":[{"count":3,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/posts\/74482\/revisions"}],"predecessor-version":[{"id":74509,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/posts\/74482\/revisions\/74509"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/media\/74446"}],"wp:attachment":[{"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/media?parent=74482"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/categories?post=74482"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ccbc.org.br\/en\/wp-json\/wp\/v2\/tags?post=74482"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}