Alejandra Bejarano

Dr. Blankson
September 10, 2014
International Management
Miscommunications Case study

1. What are three of the cultural missteps that Wally Astor and his father-in-law,
Henry Williams, made in this scenario? Why do you think this happened?
One of the first mistakes made was miscommunication. Wally should have talked to Mr.
Silva in a more respectful way at first. His language was a little too informal. Moreover, he
didnt truly apologize for Mr. Williams absence neither he disclosed the fact that the deposition
had shown up at last minute forcing Mr. Williams to stay. Other big mistake that Wally made
was telling Mr. Silva that he wanted to close the deal faster since he had plans to go to Brazil the
following days. He should have Mr. Silva how he wanted to proceed with the contract. However,
he offered Mr. Silva to sign it without first getting to know each other and sharing for a while
how both Mr. Williams and Mr. Silva are used to. Another big mistake was Wallys lack of
professional dressing.
Even though, Wally was coming from a long and exhausting flight. He should have
anticipated that both of the businessmen would be waiting for him and he should have changed
his clothes or at least apologize for his clothing. It was an important business and so Wally
should have displayed respect and importance towards Mr. Silvas company by dressing up.
The third mistake was the lack of knowledge about business atmosphere from Wally. He
should have apologized in advance for Mr. Williamss absence. Moreover, he should have asked
both businessmen how they wanted to proceed with the contract. Moreover, Wally was shocked
and made it clear that it wasnt an appropriate dinner time. Wally should have made some
research about this before coming to Brazil. Both Mr. Williams and Wally made a few mistakes
that could have cost both companies the withdrawal of the contract. Mr. Williams should have
called personally and apologize for his absence. Moreover, Wally made a few mistakes that he
could have avoided, if he had done some research before flying to Brazil.

2. If you were a native of Brazil and advising American business representatives on
what to do when talking with Brazilian business partners, what would you tell the
Americans about Brazilian culture?
There are numerous culturally differences between Americans and Brazilians. I would
advise an American representative to do some research about the company before accepting any
offers. Brazilians dress formally and any person doing business with them should dress
formally. Moreover, their time to eat meals varies from the Americans time. Besides, Brazilians
like to know the people they are making business with. Its easier getting to each other with
Brazilian businessmen that it might be with some other cultures. Their greeting are formal. Their
physical proximity is more than the American one. They tend to develop stronger and longer
relationships with the people they are making business with. They prefer face-to-face interaction
rather than

3. Imagine that the situation in this case study was reversed, that is, Brazilian business
man were coming to the U.S. to look for a supplier. What would you tell the Brazilians
about American business culture to prepare them for success?
There are numerous differences between the American and the Brazilian culture. They
have a high regard for hierarchy and so they treat their executives with respect. There is a big
team spirit. The Brazilian culture is a collective one and so it is a high contact culture.
Therefore, Americans companies who will do business with them should be ready to closer
contact with the businessmen that they are normally used to. Another big difference is the time to
eat meals. As a businessmen is important for Americans in this case to get prepared for such
differences, since for example Brazilians would have dinner later than usual. Moreover, the
dressing code can highly vary. The American culture is more relaxed and so will be their
clothing, communication and environment. On other hand, Brazilians will be more careful and
strict about their clothing and greetings. For the Brazilian culture is important to develop a trusty
and strong relationship between both parties. It is crucial that when starting the conversation
Americans treat senior manager and important executives with respect. Regardless of the culture,
before any business a company has to do some research about the other partys culture in order
to avoid misunderstandings, discrepancies and even discriminations.