Theo holds an MBA in Business Management from Beijing Institute of Technology and a PhD in International Trade from Shanghai Jiao Tong University, one of the most prestigious institutions in Asia. His academic background was built in the same environment where executives, engineers and Chinese industrial policy makers are trained. This experience allowed him to closely follow the transformation of the country:<\/p>\n\n\n\n
2 China factory for China technological<\/p>\n\n\n\n
\u201cMade in China\u201d for \u201cDesigned in China\u201d<\/p>\n\n\n\n
''low cost industry for leadership in electrification, digitalization and consumption<\/p>\n\n\n\n
The book shows how this transformation directly impacts Brazil & ODE whether in supply chains, foreign trade or the way Brazilian companies need to prepare to negotiate with Chinese partners.<\/p>\n\n\n\n
Beyond personal reporting<\/strong><\/p>\n\n\n\n \u201cO Brasileiro that Deciphered China\u201d is not just a memoir.It is also a reading guide on:<\/p>\n\n\n\n Throughout the book, Theo shows that many negotiations fail not for price or quality, but for cultural ignorance.For him, translating China goes beyond the language: it involves translating logic, time, hierarchy, risk perception and way of building relationship.<\/p>\n\n\n\n Throughout the book, Theo shows that China cannot be read only as a market, but as a system \u00a1n which state, industry, technology and culture go together. \u201cChina does not think quarter. It thinks decade. And those who negotiate with it need to get out of the immediate logic\u201d<\/em>, says Theo.<\/p>\n\n\n\n Main excerpts from the book<\/strong><\/p>\n\n\n\n Culture & Business<\/strong><\/p>\n\n\n\n \u201cIn China, you do not enter a business through the door of the company. Enter through the door of the relationship. Before talking about price, there is talk of trust. Before discussing contract, coexistence is built. The Westerner wants legal guarantees; the Chinese wants human guarantees. Who ignores this order, begins the negotiation already at a disadvantage\u201d<\/p>\n\n\n\n The mistake that became a lesson<\/strong><\/p>\n\n\n\n \u201cI made a mistake myself. At the beginning, I presented a Brazilian client to a Chinese supplier and took a closed, objective proposal, direct \u201dAS the way we learned in Brazil. The answer was a polite smile and a silence that lasted weeks. Then I found that the error was not the proposal, but the pace.Lacked time of coexistence, trust, informal alignment. In China, haste is seen as insecurity. I learned that negotiating there requires strategic patience.\u201d<\/p>\n\n\n\n Factory visit<\/strong><\/p>\n\n\n\n \u201cA Brazilian businessman told me that he had already negotiated everything by email: price, volume, deadline. I thought he was ready to close the contract. When we arrived at the factory in China, the director received us with tea, showed the production line and for two hours, did not talk about business. He spoke of the family, the history of the company, the city. Only at the end commented: \u2018Now we can talk about cooperation. At that time, the businessman understood that he was not there to confirm an agreement \u2019was there to start a relationship.\u201d<\/p>\n\n\n\n China's Transformation<\/strong><\/p>\n\n\n\n \u201cI arrived in a country known as the factory of the world. I saw this same country transform into a global laboratory of technology, electric mobility and digital consumption. China stopped producing only for others and started producing for itself &, in the process, redefined what the world consumes, how it consumes and why it consumes.\u201d<\/p>\n\n\n\n Long-term mentality<\/strong><\/p>\n\n\n\n \u201cO Brazil negotiates looking at the next quarter. China negotiates looking at the next decade. While we discuss price, they discuss strategic positioning. While we think of opportunity, they think of permanence. Understanding this time difference is understanding why so many agreements fail before they even begin.\u201d<\/p>\n\n\n\n SERVICE<\/strong><\/p>\n\n\n\n Book:<\/strong> The Brazilian Who Deciphered China: 15 Years Deciphering China Inside<\/em><\/p>\n\n\n\n Author:<\/strong> Paul Santana Theo<\/p>\n\n\n\n Date of face-to-face launch<\/strong>: 10\/03, at 19h<\/p>\n\n\n\n![\"\u2714\"](\"https:\/\/fonts.gstatic.com\/s\/e\/notoemoji\/17.0\/2714\/32.png\")
the most common mistakes of Brazilian businessmen when negotiating with China<\/p>\n\n\n\n how guanxi, meaning Chinese culture, influences business decisions<\/p>\n\n\n\n the role of trust in long-term relationships<\/p>\n\n\n\n differences in mentality between Brazil, China and the West<\/p>\n\n\n\n the impact of the Chinese rise on industry and global consumption<\/p>\n\n\n\n