For the globe trotting business traveller, doing business abroad brings with it cross cultural communication challenges. Understanding and appreciating a country's business culture, protocol and etiquette is important in establishing good business relationships.
This guide to doing business in Chile offers some basic tips on the above mentioned areas such as business culture and etiquette. It is not intended to summarise all 'doing business tips' nor meant to stereotype. It simply highlights some key areas for consideration when doing business in Chile.
Doing Business - Meeting and Greeting
When meeting someone in Chile and handshake is customary. You may see women patting each other on the right forearm or shoulder rather than shaking hands. When meeting large groups, it is good etiquette to shake hands with all those present.
When addressing people start formal and wait for an invitation to go informal. Address people by their surnames and Mr, Mrs or Miss. Most Hispanics have two surnames, one from the father and one from the mother. Only the father's is usually used.
Doing Business - Gestures
In Chile people leave little space between each other when interacting. Don't be surprised if the person you are speaking with places a hand on your shoulder when talking with you. Try not to step away or appear uncomfortable.
Eye contact is important in Chile as it conveys trust, sincerity and interest.
In Chile, slapping your right fist into your left (open) palm is obscene; an open palm with the fingers separated means 'stupid.
Doing Business - Entertaining
Business entertaining usually takes place at hotels or restaurants. If you are the one inviting them you should pick up the bill. Arrange for payment with the establishment before the meal or meeting as this will help avoid a lengthy debate as to who should pay. If you are the guest, it may be polite to offer to pay although realistically you would not be allowed to do so. In such cases, offer to reciprocate and ensure you do.
If you are invited to a person's home in Chile, it is good etiquette to send flowers or chocolates to the hostess in advance. If you wish to convey your thanks after the meal, do so by phone rather than in writing.
Doing Business - Business Meetings and Negotiating
Appointments should be made a few weeks prior to arrival in Chile. January and February are the summer holidays so try and avoid them.
Establishing trust and connecting as people is fundamental to successful business relationships. An initial visit to Chile should always be used to build rapport and show who you are. Conversation can then gently be steered towards the purpose of your visit.
Honour plays a vital role in Chilean society. Never criticise people in public or cause embarrassment to anyone. Stick to your word because otherwise you will be seen as untrustworthy.
Chileans negotiate in a serious and straight talking manner. Be upfront but not overbearing. Hard sell tactics or pressure never works. Always be prepared to compromise as this shows you value the relationship more than the financial aspects of the deal.
Doing Business in Chile
The above examples are a few pointers one can take into consideration when doing business in Chile. They are simply meant as a safety-net for those doing business there to help avoid misunderstandings and promote better communication. It is also important to bear in mind that in life no two people are the same. The same rule applies to Chileans, so always use common sense first and foremost.
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