Meetings
- It is necessary to make an appointment approximately one to three weeks before the desired date for the meeting.
- Arriving on time is important. Argentines are generally punctual when it comes to business engagements. Punctuality conveys respect for the person's time and attention.
- In a business setting, people usually greet one another with a firm handshake accompanied with a smile and eye contact.
- Titles and education level are highly regarded in Argentina. Before meeting someone, it is advised you know something about their education. For example, if the person you will be meeting is a doctor, use the appropriate title. For other occupations, mention it in conversation. This will help build rapport and respect.
- Business guests are greeted and escorted to their designated chairs. The visiting senior executive will be seated opposite their Argentine senior executive counterpart.
- Allow some time for small talk to precede any serious discussion of business. If it is the first time parties have met, this initial acquaintance may consume the whole meeting.
- Meetings may not begin and end at the designated time. Displaying a sense of urgency may be viewed with mistrust or as rudeness.
- It usually takes several meetings and extensive discussions to reach a deal.
- Avoid a hard-sell approach or any confrontation. Argentines are more responsive to soft selling.
- During a meeting, people may interrupt one another. This is not considered disrespectful but rather a way of showing interest and enthusiasm.
Relationship Oriented
Personal relationships play a significant role in Argentinian business culture. It is important to become familiar and develop a personal relationship with your business partner before undertaking any significant business dealings. Initial meetings provide an opportunity for both parties to begin building a relationship. It is not uncommon for meetings to be held in an informal environment such as a bar or restaurant. This social setting enables business partners to get to know each other and build rapport. However, business promises and commitments made in such social contexts are expected to be verified in a work environment.
Networking is not done idly in Argentina since personal contacts can be crucial to success. Argentines invest much time and effort into their relationships and getting to know those whom they work with. In Argentina, networks involve reciprocity, and people are expected to utilise their contacts and relationships to help others when called upon for assistance.
To deepen a relationship, try to be talkative and transparent. Argentines are deeply interested in family; indeed, one’s personal life is often a common discussion topic. Once a business relationship has begun to form, you may be invited to address your counterpart by their first name as opposed to their title and surname.
Considerations
- It is a common practice to exchange gifts and favours in Argentinian business culture. However, only begin offering business gifts once a relationship has been established.
- One’s education level is highly valued in Argentina. Thus, it is important to be transparent about your previous education and training.
- Argentines pay close attention to one’s work attire. In turn, it is wise to dress neatly and formally to make a good impression. Dress attire is similar to the English-speaking West’s expectations of dress in a business setting: conservative, dark-coloured suits for men and an elegant suit or dress for women.
- Colleagues and sometimes supervisors are addressed by their first name. In some cases where the relationship is hierarchical, the use of titles is expected.
- Argentine companies tend to be hierarchical. Decisions are usually made among those higher in the organisation, then passed down to employees. However, ideas may be generated by both employees and superiors.
- On the (2017), Argentina ranks 85th out of 180 countries, receiving a score of 39 (on a scale from 0 to 100). This perception suggests that the country’s public sector is somewhat corrupt.
