Having an experienced consultant negotiating together with clients can increase the chance of closing a deal. It is almost indispensable to have a consultant when the business cultures are so different between China and Brazil.
Some points analyzed by the consultant:
1- If Guanxi, word for networking in Chinese, is being well used.
2- If the correct message is passed to the client
3- If the potential partners are really interested in the project
4- If “Lose Face” is avoided in the discussions with the potential Chinese partners
5- If a long term and healthy relationship is being developed.