How to Practice Business Etiquette in Argentina

With increased globalization in the business arena, the world truly does continue to get smaller. Many U.S. business people, if they are not traveling abroad themselves, are at least meeting with international clients in their own offices, either in person or via telephone, e-mail, or other mediums. It is important to understand the culture and etiquette of the nationality with which one is dealing in order to have an effective business transaction and ultimately, a good long-term relationship. Here is some information on doing business with associates in Argentina.

Instructions

1. Secure an Argentine contact before making the trip. The contact can help you secure appointments and help you navigate government bureaucracy before and after your arrival.

2. Make appointments with high-level executives as often as possible. The business hierarchy is very important in Argentina, and decisions are made from the top. Meetings with lower-level associates will likely just necessitate further meetings, especially if important business is being discussed.

3. Dress business conservative. High-quality wear is recommended, as it will be noticed and will impress Argentinean associates.

4. Arrive on time for meetings, but expect Argentinean associates to arrive up to a half hour late, especially when you are meeting with higher level executives. Greet with a handshake and exchange of business cards.

5. Make small talk before doing business, and keep to safe subjects, such as soccer, children or the theater. Personal relationships are important in this culture, even in the business world, and cultivating a relationship with your associates will go a long way toward quick, effective business dealings. Be relaxed and attentive in meetings. Maintain good eye contact, and restrict use of hand gestures. Though Argentineans are tough negotiators, a hard-sell, confrontational attitude is not appreciated.

6. Use professional titles, such as "Doctor," "Professor," "Ingeniero" (engineer) or "Abogado" (lawyer), whenever appropriate. In the absence of a professional title, always use Mr., Mrs. or Miss, or Spanish equivalents Senor, Senora or Senorita, when addressing associates.

7. Be prepared to put in your time. Many Argentineans work long days, sometimes until 10 p.m., and progress in meetings may be slow. It is not unusual to meet over dinner at 8 p.m. or for meetings to run very long, sometimes even necessitating cancellation of later appointments.

Tips & Warnings

• Gifts can be given, but should not consist of personal items, such as clothing. Imported liquor, such as scotch or French champagne, generally makes a much appreciated gift, due to high taxes on such items within the country.