| From the Spanish conquest, the wars of | | | | executives should sit facing each other. In general, Latin |
| independence, the aftermath of independence, the | | | | business executives prefer to be the ones "in control", |
| search for political stability, the acute disparities of | | | | you should try to avoid monopolising conversations or |
| wealth, the periodic armed revolts by dissidents, the | | | | putting pressure of any kind on your colleagues. Be |
| coup d'etat, military dictatorships, all have been a | | | | sensitive to the fact that Latins tend to stand and sit |
| regular feature in Central and South America. Also the | | | | extremely close to others. The best policy is to |
| relationships with the United States and Europe, have | | | | respect this practice and accept that it is the cultural |
| contributed to shaping the "psyche" and culture of the | | | | norm. Moreover, attempting to move away will be |
| "national" personality in each country. | | | | perceived only as a cold rejection. |
| Clearly it would difficult to suggest that there is a | | | | A manager's status is attributed on grounds of family, |
| standard "Latin American Business Cultural Model". | | | | age, educational and professional qualifications. They |
| Latin American business executives tend to be | | | | tend to have less specialisation than European or USA |
| extrovert, impatient, talkative, and inquisitive. But of | | | | managers. Latins follow a top-down decision making |
| course, in Central America, Venezuela, Colombia, Brazil | | | | process, where employees follow a trusting |
| and Argentina, they are more extrovert than in Chile, | | | | subservience to their superior as task orientation is |
| Bolivia or Peru. | | | | dictated from above. |
| When preparing your trip, remember that many | | | | Opinions of experienced middle-mangers and technical |
| countries require a business visa to conduct business | | | | staff do not always carry the weight that they would |
| transactions. Avoid Christmas and the holiday season | | | | do in the UK, but as meritocracy slowly grows, their |
| as everything slows down. Check the climate | | | | influence grows too. Latin managers are paternalistic |
| conditions particularly in countries such as Peru and | | | | and emotionally involved. Managers or heads of |
| Bolivia; altitude, rain, heat, etc. may affect your health. | | | | departments tend to concern themselves with the |
| Documents such as letters, promotional literature, and | | | | personal and private problems of their staff. |
| presentation materials should be translated into | | | | Business and corporate social life follow "old world" |
| Spanish. If you receive a reply from a Latin company in | | | | formalities; etiquette, manners and physical presence |
| English, however, you may begin using English in | | | | are measure of breeding and status symbols. It's |
| correspondence. | | | | considered very important to maintain good posture at |
| Prior appointments are always preferred, preferably at | | | | all times, even in more informal situations. A firm, |
| least one week in advance, making sure you always | | | | assured, handshake is the customary greeting on all |
| check the appointment on the day of the meeting. | | | | occasions. During the handshake, state your full name; |
| Punctuality is expected and you must take into | | | | your Latin counterpart will then reciprocate by doing |
| account the traffic congestion-especially in most of the | | | | the same. You will have to speak not only at a closer |
| Capital cities, such as Mexico City, Sao Paulo, Santiago | | | | distance, but also maintain eye contact as an |
| de Chile, Buenos Aires, Lima, Caracas etc- this can be | | | | assurance of your genuine interest. |
| difficult, and you must plan ahead to ensure you have | | | | Local business people tend to be very |
| plenty of time to get to your destination. | | | | status-conscious and will often be impressed by these |
| Latin Americans, tend to be people oriented, they | | | | displays. First impression is everlasting in the mind of a |
| argue emotionally, and instead of giving strict orders, | | | | Latin. In general the Latin executives are highly |
| they prefer to do things by seeking favours. In contrast | | | | conservative and traditional in their dress code. Men |
| with the "individualist" Anglo-Saxon culture, the | | | | wear dark, conservative suits for all formal occasions. |
| "collective" is above everything, as a result | | | | For the Latin, pleasure is before business, and they use |
| interpersonal skills such as the ability to "fit in" and | | | | entertainment as a way of building a personal |
| maintain cordial relations with the group, are often | | | | relationship with his/her potential business partner. Much |
| considered more important than professional | | | | leisure time is spent socialising with family, friends and |
| competence and experience. | | | | colleagues, mostly at weekends. Business dinners, in |
| It is in this context that the "Family" has a broader | | | | particular, are usually purely social occasions, and as |
| "collective" connotation as it embraces blood relations, | | | | such you should refrain from discussing work-related |
| distant family, friends, or even work colleagues. In fact | | | | matters unless your Latin contact brings up the |
| do not be surprised to see Latin business executives | | | | subject. Ensure that you write a thank-you note |
| intermixing their work environment with their | | | | following any social gathering where you were a |
| "social-family life". In this culture, nepotism is easily | | | | guest. Thank-you letters can be very helpful in |
| accepted as common practice; family members and | | | | solidifying rapport. |
| relatives are preferred when recruiting staff. To that | | | | Women, legally enjoy all the same rights as men in |
| extent the individual member must take full | | | | most of Central and South American countries. |
| responsibility for his or her decisions and how they | | | | Depending on the degree of economic growth, |
| affect the group or family structure. | | | | urbanization, industrialization, education, and expanded |
| In recent times there have been an interesting dual | | | | opportunities in their respective country, women have |
| development in the business culture, on the one hand, | | | | better or worse positions in society. Practically the |
| the older generation continues doing business by often | | | | representation of women in the private sector's upper |
| placing a greater emphasis on "trust" and "loyalty" by | | | | and middle management is growing slowly, but remains |
| getting to know you personally, as for them, completing | | | | fairly small. One can rarely mention a name, which can |
| a human transaction is the best way they can invest | | | | be easily identified with a women business leader. |
| their time. On the opposite side, the younger generation, | | | | Latin women tend to be meticulous dressers who |
| especially those educated in the USA and Europe, are | | | | closely follow European fashion. Female visitors are |
| chiefly preoccupied with business concerns. | | | | advised to bring conservative, stylish business clothes |
| In family-owned businesses, senior family members | | | | of the highest quality, including a cocktail dress. Often, |
| usually make the final decision. In most other | | | | women greet each other by quickly touching cheek to |
| organizations, however, senior management makes | | | | cheek and kissing the air. |
| decisions. Moreover, individuals with professional | | | | For middle-class woman who want to combine job |
| experience, who have a special understanding of the | | | | and family careers support provided by the extended |
| implications of the proposal, will often have input into | | | | family and the availability of maids is a pre-requisite. |
| the decision-making process | | | | Latin businesswomen are going through the same |
| Times, like truth are relative concepts. Latins are not | | | | dilemmas as business women in more other countries |
| very interested in schedules or punctuality - they | | | | - in being mother, lover, wife, professional, and |
| pretend to observe them if being asked or insisted. | | | | entrepreneur! |
| This creates conflict and irritation with Anglo-Saxon | | | | When doing business in Latin America, your always |
| cultures Why they don't arrive in time? Why they don't | | | | must make all the necessary preparations to leave a |
| work to deadline? Why they don't follow a plan? In | | | | lasting impression about; your company, your products, |
| response, Latin people think they get more done their | | | | yourself, your value systems and your attitude to |
| way! | | | | business. In the final instance Latin American business |
| The pace of negotiations is slower in Latin America | | | | people are asking themselves; Can I trust this person |
| than in Europe, as is customary, some preliminary | | | | to do business with? Is our relationship sufficiently |
| conversation is considered necessary before each | | | | solid? |
| meeting, since it allows the participants to become | | | | If the answer is YES , and trust has been |
| personally acquainted. The best policy is to wait for | | | | acknowledge by both parties, then the business flows |
| your Latin counterparts to initiate any "small talk" and | | | | accordingly, and the chances of securing contracts |
| follow their lead in establishing rapport. | | | | and agreements are much greater. |
| Meeting formalities must be followed; the two senior | | | | |