| 摘 要： | This paper seeks to outline the profile of the Chinese negotiators in light of the negotiations that took place during the month of October 2008 between a major Brazilian importer of manufactured goods, which the authors will call ＂Brazilian company＂ and six Chinese companies from the cities of Guangzhou, Pinghu and Hangzhou. The authors will provide succinct examples of stages in the negotiation process and seek to link them to the ten elements of the matrix of complex negotiations, namely： context, interests, options, power, cognition, relationship, concessions, compliance, criteria and time; There are four steps involved in the process： preparation, value creation, value division and execution.
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