Argentina: Let's Make a Deal!
From ExecutivePlanet.com
Let's Make a Deal!
What you should know before negotiating
Third party introductions are a necessary prelude to doing business in Argentina.
Have your business card translated into Spanish on the reverse side. To exchange cards is very common. Smile and make eye contact when receiving cards and take a few moments to look at your counterpart's business card after it is handed to you.
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In Argentine business culture, interpersonal skills such as the ability to 'fit in' and maintain cordial relations with the group are considered as important as professional competence and experience. Moreover, establishing rapport and friendship remain key to conducting business and effective problem-solving.
Argentines generally converse standing or sitting close to each other. Adapt to this practice; it may be seen as impolite if you back away from someone.
One way of understanding the 'chain of command' is by observing the deference given to others during a meeting. Watching how the participants treat each other can be very telling, especially in this moderately status-conscious society.
Business discussions should be preceded by some preliminary 'small talk.'
An initial visit should be made by an upper-level executive, accompanied by mid-level executives. Mid-level executives will attend subsequent visits to conduct negotiations that go into greater depth.
Your Argentine counterparts may appear formal during an initial meeting, subsequent encounters are usually conducted in a more cordial atmosphere
Conservative values prevail in economics. A sense of humour is, of course, appreciated, although for the most part, meetings remain intensely focused and serious.
Character is very important to Argentine businesspeople; you are thus well advised to refrain from publicly criticizing or patronizing others, or doing anything else that might create embarrassment.
Displaying kindness and respect towards other people is valued highly, and there is a tendency to avoid aggressive behaviour. It's important to be empathetic in your dealings. Moreover, you will find that expressing concern for the country's welfare and the Argentines you deal with to be an appreciated gesture.
Catholic values have a profound influence on Argentine thinking. Don't get into deep discussions on religion, politics, and sports
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Using the 'hard-sell' and other aggressive tactics will not go over well. Instead, specify your priorities, terms, and conditions. Proposing a strong financial package, with options such as nontraditional financing terms is another asset. Providing continued service to your client, despite the long distances involved, can be a welcome gesture of commitment.
Argentine business culture is as bureaucratic as in other Latin American countries; however, higher-level executives have a reputation for efficiency. Usually, those in the highest positions of authority are entrusted with the final decision, so it's important to remain patient. Moreover, it may be necessary to make several trips before the transaction can be concluded.
Generally, contract agreements are followed rigidly, problems are resolved swiftly, and payments are made promptly, usually on deadline.
