Doing Business in Ecuador

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 Ecuador.

Language

• The official language is Spanish; however, some Indians speak only Quechua. Many business people understand English.

Appointments

• As a foreigner, you are expected to be punctual to all business appointments. Be aware that Ecuadorans do not stress punctuality among themselves. Make appointments about two weeks in advance. It is best to arrive in Quito a day before you begin work, because it takes time to adjust to the high altitude.

Negotiating

• Never change the members of your negotiating team. Such a change could bring the negotiations to a halt. Ecuadorans feel they are negotiating with people, not a corporation.
• Avoid discussing politics, especially Ecuador's relations with Peru. (The two countries have had many disputes over borders.)

Business Entertaining

• Lunch is the main meal of the day, and is the usual business meal. Let the host be the first to make a toast; then you may follow.
• Wine may be served with the lunch. Keep in mind that Ecuadorans will be accustomed to a heavy meal with alcohol at midday. Women should note that while it is acceptable to drink wine, Ecuadorans are not accustomed to seeing a woman drink whiskey or other hard liquor.
• Dinners at Ecuadoran homes last for many hours. Expect drinks and appetizers around 8 p.m., with dinner not served until 11 p.m. or midnight. You will dismay your hosts if you leave as early as 1 a.m. A party at an Ecuadoran home will begin late and end around 4 or 5 a.m. Late guests may sometimes be served breakfast before they leave.

Protocol

• The standard greeting is the handshake, both for men and women and between the sexes. Among close friends, women kiss each other on one cheek. Men embrace; generally, men only honor elders (of either sex) with a kiss on one cheek.

Gestures

• Ecuadorans stand closer together when conversing than do North Americans. There is a good deal more contact, including touching on the arm, shoulder, and lapel. Try not to back away; an Ecuadoran is likely to move forward to restore the distance.

Gifts

• When invited into a home for a meal, bring flowers, pastries, or chocolates. Avoid lilies and marigolds, which are used at funerals. Fine wines and liquors are also good gifts. If you know you will meet a business associate's family, it is a good idea to bring gifts for the children.

Dress

• In general, foreigners are expected to dress formally for business meetings. Inland, it is important to adopt conservative business attire. Suits in dark colors are preferred. Expect to wear the jacket and tie to social occasions as well. Women should dress conservatively and modestly. A suit or dress is appropriate for business; a cocktail dress for most social occasions.