Answers: A, B & D
Business entertaining
Chileans are social by nature, and almost all business relationships will invariably be social as well. Meetings outside the office are most often conducted over lunch - dinner being a more formal occasion. Business lunches normally run about two hours. If spouses and partners are invited to a meal, expect the occasion to be more social and business to be secondary.
In a restaurant
Business entertaining is usually done in major hotels and restaurants. Invitations to homes are not usually made until colleagues know each other quite well. When hosting a business lunch, allow your business associate to choose the place. When hosting a business dinner, it is customary to entertain at your hotel's restaurant.
Business style
Personal relationships and associations are very important in Chile, particularly at levels where decision making takes place. As a result, networking is quite valuable, and has very good results. Chileans are sometimes reluctant to give a direct "no," particularly in business dealings. It is wise not to press for one. If it is necessary to offer criticism to a Chilean colleague, do so in private.
Hard-sell and other aggressive techniques are not appropriate. Have patience if decision making takes time, and if complications surface.
Business meetings
Scheduling a meeting
Using an mutual intermediary to make acquaintance, such as a bank, organization or local agent, is quite common in Chile. Administrative assistants frequently manage appointments and calendars.
Business meetings are typically scheduled between the hours of 1000 and 1230, and 1430 and 1700. Lunch breaks usually begin at 1300, and last about one hour. A business lunch may last for two to three hours, and is for the principal business parties. A dinner is usually of a more social nature, making it possibly appropriate for spouses to attend.
During a meeting
Business meetings nearly always begin at the time indicated, and end on time.
There may be an exchange of business cards. Take a few moments to study a business card before putting it away.
It is appropriate to discuss your company and position during a first meeting. However, much of the conversation may not be business-related. A more socially-oriented conversation may precede business discussions. Make every effort to familiarize yourself with Chile and its history and traditions before you meet with your Chilean associates. Topics might include travel, sports, family, or Chilean wines. Chileans are understandably proud of their economic success, and enjoy discussing it. Chileans also appreciate giving practical advice on what to see and do and where to eat in their country. Avoid references to politics, especially issues relating to human rights, until you know your colleague very well.
Excerpted from Living Abroad's Chile report: Business practices
Written by Michael Cadden, SGMS-T, VP International Operations
