Doing Business in Chile

Even the smallest of US businesses competes in a shrinking global village, where understanding subtle cultural contexts can make or break sales and marketing efforts. This excerpt from the book Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries, offers insight into doing business in Chile.

Language

• The official language of Chile is Spanish, although English is spoken by well-educated business people and in tourist centers.

Appointments

• Be punctual at meetings. Do not be offended, however, if your counterpart is up to thirty minutes late. On the other hand, everyone is expected to arrive at social functions late. Be about fifteen minutes late to a dinner, and thirty minutes late to a party.
• Make appointments about two weeks in advance of your arrival, and reconfirm them when you get there. A popular time for vacations is January and February (summer holidays). This is not the time to try to do business in Chile.

Negotiating

• Personal relationships are paramount in business relations. Chileans are straightforward and take negotiating quite seriously. A hard-sell approach, however, will not work.
• Present cards, printed with English on one side and Spanish on the other, to everyone in a meeting except secretaries.

Business Entertaining

• It is not customary to send a thank-you gift or note following an invitation to a Chilean home, but flowers or candy sent to the hostess in advance are appreciated. If you wish to convey your thanks, do so by telephone.

Protocol

• Men will shake hands when greeting someone. Women will often pat each other on the right forearm or shoulder instead of shaking hands. If they are close, women may hug or kiss each other on the cheek. At a party, greet and shake hands with each person individually. Do not ask a person his or her occupation directly, but wait for the information to be volunteered.

Gestures

• The Chilean people converse at a closer distance than US and Canadian citizens are used to - often with a hand on the other person's lapel or shoulder. Restrain yourself from trying to back away; a Chilean will probably step forward and close the distance.
• Many North American gestures have completely different meanings in other countries. In Chile, slapping your right fist into your left open palm is obscene, and an open palm with the fingers separated means "stupid."

Gifts

• Gifts are not expected in business until the relationship is a close one. When visiting a Chilean home, send flowers in advance (avoid yellow roses, which signify contempt) or bring wine or liquor.
• Give gold jewelry to a girl on her fifteenth birthday. This birthday (called the quinceanos; the party is called a quinceanera) is a very important celebration in Chile; to be invited to one is a privilege.

Dress

• Business: Dress is generally more conservative than in the United States. Men may wear a dark blue or gray suit, a light shirt, and a conservative tie. Bright colors and flashy fashions are not suitable, nor is wearing anything on the lapel. Women should wear a suit and heels.