How to Practice Business Etiquette in Chile

As U.S. businesspeople spend much of their time conferring with offshore clients, it is essential to understand differences between cultures, as well as the dos and don'ts of etiquette when dealing with clients outside the United States. This knowledge can facilitate effective business transactions and make for strong long-term relationships. With one of the most competitive economies in the world, Chile is no stranger to international business. The businessperson who best understands this warm, open culture is likely to be the one who comes out on top in the Chilean market.

Instructions

1. Dress conservatively and professionally in muted colors for men and women. Women should avoid being flashy, especially with large, expensive jewelry. If going out to dinner, it is still best for men to wear a tie and women a dress. Do not wear shorts in public. Also keep in mind your destination. Chile is an extremely long country, and the climates between north and south differ dramatically.

2. Be punctual to your meeting. Greet with a handshake and be cordial. Business cards will be exchanged upon meeting. Even if business is done in English, it is a good idea to have the back of your business cards translated into Spanish and present them Spanish-side up. Show polite interest in business cards that are presented to you, and do not write on them or stuff them in your wallet or pocket.

3. Begin with some friendly, safe small talk. As in many South American countries, personal relationships are very important to Chileans; it will go a long way toward your business success if your Chilean associates like and trust you personally. Discuss Chilean geography, wines or artistic achievements or inquire (respectfully) of your associates' families.

4. Respect the hierarchy. Status is important in Chile, and one must always defer to the person in the meeting with the most seniority. If it is not spelled out, this should become clear to you by watching your Chilean associates interact.

5. Take yourself and your business seriously when presenting, even if your initial conversations were jovial and humorous. It is important to be able to switch gears and show that you are serious and trustworthy when it comes to your business. Always be respectful, never pushy or harsh.

6. Respect deadlines and contract terms. Your Chilean associates will be prompt and respectful of any deals you have made, and it is vital to the future of your business dealings for you to do the same.

Tips & Warnings

• 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 the Spanish equivalents Senor, Senora or Senorita when addressing associates.

• It is a mistake to assume that because Chileans are generally quite friendly it is an informal culture. Manners and rituals are very important, and it is best not to be too sloppy or familiar with your Chilean associates.

• Do not move away if your Chilean counterparts stand closer than you normally find comfortable. Personal space is closer than in North America, and moving is likely to cause offense.