South American business culture values personal relationships and face-to-face interactions. Punctuality is less rigid, and meetings often start with small talk. Hierarchy is important, so address senior executives formally. Patience is key, as decision-making can be slower compared to North American or European standards.
South Americans generally stand closer during conversations and are more tactile. Interruptions during discussions are common and not considered rude. Business lunches and dinners are lengthy affairs, focusing on relationship-building rather than immediate deal-making. Criticism is often delivered indirectly to avoid confrontation.
Being culturally aware can lead to stronger business relationships, smoother negotiations, and increased chances of success in South American markets.
Before boarding, research your specific destination country’s customs. Learn basic greetings in Spanish or Portuguese. Familiarize yourself with local business hours, which may include extended lunch breaks. Pack appropriate gifts and plenty of business cards. Download language apps and cultural etiquette guides for in-flight study.
Use flight time to watch South American films or TV shows with subtitles to improve language skills and cultural understanding. Practice common phrases using language learning apps. Read up on current events and economic trends in your destination country to fuel small talk.
Business class amenities like noise-canceling headphones and lie-flat beds can enhance your ability to focus and retain information during these in-flight study sessions.
South American business attire is generally conservative. Men should wear dark suits with ties, while women opt for business suits or dresses with modest hemlines. Grooming is important; a well-maintained appearance is associated with professionalism. In warmer regions, lightweight fabrics are acceptable, but maintain a polished look.
Maintain eye contact to show engagement, but don’t stare. Backslapping or touching arms during conversation is common among men. The ‘OK’ hand gesture is offensive in some countries. Personal space is smaller than in North America or Europe, so resist the urge to step back.
Practice appropriate gestures and postures in your seat. Use your flight time to observe flight attendants’ body language for cultural cues.
Meetings often start late but run long. Small talk precedes business discussions. Decision-making is usually top-down, so focus on convincing the highest-ranking person present. Follow-up is crucial, as verbal agreements may not always translate to immediate action. Be prepared for multiple meetings before reaching a decision.
Small, tasteful gifts from your home country are appreciated. Avoid overly expensive items that could be seen as bribes. Present and receive business cards with both hands. Take time to read cards you receive before putting them away respectfully. Consider getting cards printed with Spanish or Portuguese on one side.
Remember, in South America, building trust and personal relationships often precedes closing deals. Embrace the leisurely pace and focus on cultivating genuine connections for long-term business success.
