relationship has to be built, and
it may take many trips before you
close a deal.
Sri Lanka
rior a oint nt ar
nit y
necessary and being punctual is
considered polite and expected.
Tahiti
Tahiti is quite casual in practices.
Politeness counts.
Taiwan
o n
an a oint nt t i n
to arrive a few minutes before or
a in t or t o a t r
in
relationships are based on respect
and best for face-to-face meetings.
r to ha a nior
ti
with you at your meeting. It is
best if your presentations are in
segments and directed toward the
senior ranking attendee. Have all
documents translated into Chinese.
Thailand
Punctuality is a sign of courtesy and
prior appointments are required.
t to a a
ay in a an
an th n on r on th ay o th
a oint nt
r to a o
tra
ti
or tra
Tonga
Tonga is quite casual, but I’d suggest
an appointment.
entra and
th America
Whereas each country has its own
personality and customs, one
common denominator on punctuality
is a customary thirty-minute delay.
Argentina
It is necessary to arrange prior
a oint nt an on r
ti
ry
important to arrange these meetings
through a third party, an enchufado.
He acts as the middleman or point
person in the industry, and it is not
wise to approach a company directly.
It will take trust building and time.
Approach with patience and care.
Bolivia
You hosts may be late, but you, as a
visitor, should be punctual. If you plan
to o
in
in o i ia an or
n
ro
tin
r t o r ho t
will really want to get to know you.
Brazil
ra i ian rar y tart ri ht in on th
meeting. There is usually a lot of
a ta
r t
tin t n to
start late and go later. Never be the
one to start the business discussion,
let that be done by your host. Doing
in
in ra i i ta ti
a ot
of it. I mentioned I would share a
r ona
ri n an it i
o
60
not my best example of patience.
n
hi
i itin ra i on
business, there was a gentleman who
wanted to meet with me to discuss
the investment projects we were
pursuing. I explained I only had
a limited time slot and he agreed.
arri
at hi o
t n in t
early, expecting to wait the ten
minutes. Thirty minutes later,
I reminded his receptionist that I had
to a hi o
in an ho r orty
in t
at r
ot
to a
out and she said, “You can’t leave,
Mr. ___ is ready to see you now.”
I went in to meet with Mr. ___, who
off r
t a oo i
t to
which I replied, “I’m sorry, we’ll need
to reschedule, as I have to leave in
ten minutes.” He expected me to
reschedule my appointments and did
not believe I’d leave. I did and we
met the next day and he was only ten
minutes late, which was acceptable.
o
no
ra i ian ar
or
laid back, and in my eight days
of business meetings, most started
within ten minutes or so of the
scheduled time, exchanging
a antri
r t an th n ttin
down to business. Social schedules
for the evening were more like
twenty to thirty minutes later than
scheduled. My overall experience was
wonderful and the people delightful.
Chile
Prior appointments are required
an
r to on r
hi an
businessmen respect punctuality.
o
ay n th
it or a an
direct eye contact is important. Do
not
r t na
n
in it to
do so. Have the back of your card
translated to Spanish and keep in
oo on ition or it i r
t
poorly on you.
Colombia
You need an appointment and
meetings may well have an agenda,
t yo
i n oy off
r t Th
agenda may or may not be followed.
This was quite a challenge for me
ith th r t t o or thr
tin
They last as long as needed and that
can be an hour or three hours. I’d
personally suggest reading a book
or taking a class on body language
with a Spanish instructor, if you
plan on establishing good business
relationships. The Colombians are
very conscious of protecting
relationships and saving face.
If you are used to speaking openly,
it could be viewed as aggressive.
Costa Rica
Costa Ricans are quite punctual and
t th a
in
n h
are short and business dinners are
frequent. Even through English will
generally be understood, have your
business cards printed in English and
Spanish. Titles are important and
should be included on business cards.
Ecuador
Make appointments two weeks in
a an an on r th ay
or
r yo r
in
ar ar
printed in Spanish on one side, the
side you present to your Ecuadorian
host. It is common for business
meetings to be at lunch. Let the
ho t a th r t toa t
r
people by their titles.
El Salvador
a a oint nt an on r
Meetings generally start on time and
are structured. Senior individuals are
intro
r t a or in to ran
for both sides. Initially, the meeting
will focus on conversation not
related to business. This aids in
building rapport. Frequently, these
sessions are continued over a meal.
If invited, you must accept or you
will kill a relationship that was on its
way to going somewhere. Generally,
it is the senior person who makes
the decision. Salvadorans give great
credence to “gut-feeling” and not all
facts and data.
Guatemala
Make prior appointments and
on r
in
tin an
attendees are usually punct ual.
Male attendees will sit to the right
of the host and women to the left.
It is common to have a business
breakfast or lunch, as they are
preferred to dinners.