Chile is more ethnically homogeneous than most of South America. Of its 13 million people, some 95 percent are mestizo (of mixed European and Indian blood).

Greetings

• Men shake hands; women often pat each other on the right forearm or shoulder.
• At parties, greet each person individually. Don't ask a person his occupation; wait for the information to be volunteered.

• Don't address a Chilean by first name unless invited to do so.
  Most Hispanics have one surname from their father, which is listed first, and a second from their mother. Only the father's surname is commonly used when addressing someone verbally, i.e.,
  Senor Juan Antonio Martinez Garcia=Senor Martinez
  Senorita Ana Maria Gutierrez Herrera=Senorita Gutierrez
• Chileans converse at a closer distance than North Americans are accustomed to - often with a hand on the other person's lapel or shoulder. Don't back away.

• Schedule appointments from 10 am to noon and 2:30 to 5 pm. Following up a late morning appointment with lunch is also popular.
• Punctuality is expected from North Americans. But don't be offended if your Chilean counterpart is up to 30 minutes late.
• Even foreigners are expected to arrive late at social functions - about 15 minutes late to a dinner, and 30 minutes late to a party.

• The initial visit should be by an upper level executive accompanied by mid-level executives. The latter will make subsequent visits for more detailed negotiations.
• Decision-making is centralized, residing mostly with the presidente or gerente general. Next comes the gerente, followed by mid- and low-level managers. Be patient; several trips may be necessary to accomplish a transaction.