Negotiating with the Brazilian Government: Five Short Cases

Abstract

This work presents five descriptive case studies investigating the relationship between multinational private companies and the Brazilian Government, as the unit of analysis, through action research, direct participation and direct observation. The five cases are here presented in the following order: case #1 strategy development from brazil to other markets; case #2 identifying policy issues & developing a policy position; case #3 advancing legislation in the legislative branch of government; case #4: building and partnering with third party organizations; and case #5 using creativity to shape a regulatory environment and meet business' needs. In order to avoid disclosure of any proprietary and/or strategic information and for privacy purposes, selected names and data were altered/omitted when necessary, without sacrificing the academic rigour. The five cases occurred from 1996 to 2016 in Brazil. Finally, they throw more light on Government Relations' field of study, revealing pitfalls and barriers on dealing with the Government and help to promote best practices to multinational companies when negotiating with the Brazilian Public Administration.