Negotiation with Chile

Carlos Enrique MejíaCarlos Santiago ZazuetaMiguel Antonio ZamudioCarlos Eduardo Zazueta

Francisco de la GarzaKlauss Schiller

Fast FactsMonetary Unit: PesoMajor Industries: copper, other minerals, foodstuffs,

fish processingMain Trading PartnersExports: EU(32%), U.S.(18%), Japan (18%), Brazil

(5%)Imports:U.S.(21%), EU(18%), Brazil (9%), Japan (8%)Key Exports:copper, industrial products,

molybdenum, iron ore, wood pulp.Key Imports: petroleum, wheat. capital goods, spare

parts, raw materials.

Fast FactsMajor Cities: Santiago (cap.) (4.6 mil.), Vino

del Mar (319,400), Concepcion (318,100).Ethnic Groups: mestizo (European-Indian

mix) (95%), Indian (3%)Main Religions:Roman Catholic (89%),

Protestant (11%)Languages: Spanish is the official language:

English, Portuguese, German, and Italian are spoken in various areas.

Reducing Communication NoiseGreetings:Common greetings are Buenos días , Buenas

tardes , Buenas noches , Cómo está? and Gusto de verte! .

A handshake is appropriate when meeting someone for the first time. Chileans greet close friends and relatives with an abrazo (a full embrace, while patting each other on the back). Abrazos are given between men and women only if they are close friends or relatives.

Reducing Communication NoiseGreetings:Appropriate titles are Señor (for a man),

Señora (for a married woman), Señorita (for an unmarried woman), or professional titles (Doctor, Director, Profesor). Be sure to use the person's professional title when introducing them in public. Don (for men) and Doña (for women) are used with a person's first name to show special respect and familiarity.

Men stand when a woman enters the room.

Reducing Communication NoiseConversation:English is widely understood among

businesspeople.Maintain eye contact and an upright posture

during conversation.Chileans are known for their witty sense of

humor.Fútbol soccer is the most popular sport. Other

popular activities include swimming, tennis, cycling, going to parks, fishing, and rodeos.

Reducing Communication NoiseConversation:Chileans take pride in their literacy, nation,

and heritage. Famous Chilean writers include Nobel Prize poets Gabriela Mistral and Pablo Neruda (also a famous political activist).

Dress is quite sophisticated in Santiago and other urban crees. Following European fashions.

Key Negotiating Pointers• Be punctual for meetings, though your counterpart may arrive a few minutes later. • Build a solid relationship. Get to know your Chilean counterpart on a casual, personal basis before business aspects are approached. • Give your presentations some flair, with an emphasis on enthusiasm more than an excessive amount of facts.• Don't say anything in public that could embarrass your Chilean counterpart.• Get a written agreement, with delivery and payment details spelled out.

Day to day pointers

• Most business entertainment will be done in restaurants, but it is not unusual for a Chilean to invite you to his or her home.• The main meal is eaten at midday, between 12:30 and 2:30 P.M. A lighter meal is eaten between 8:00 and 10:00 P.M.• Teatime is usual during the afternoon.• A 10 percent tip is customary in restaurants.

Business Entertainment Guidelines

• Many dishes include fish, seafood, chicken, beef, beans, eggs, or corn. • Some favorite dishes include empanadas de horno (meat turnovers with beef, hard-boiled eggs, onions. olives, and raisins) and cazuela de ave (chicken soup).• It is considered impolite to ask for second portions.• The continental style of eating is used, with the fork in the left hand, and the knife in the right.

Table Manners

Gender IssuesVisiting international businesswomen can be

more effective in Chile than in most Latin American countries.

Women make up about 30 percent of the Chilean workforce, and many women hold key political and business positions.

TaboosDon’t compare Chile with Argentina, they

are very competitive with them.

If you are interrupted, don’t take as a offense, it means they are interesting in whay you are saying.

TaboosPointing at other people is often considered

rude.

They talk with more proximity than North Americans, It may be taken personally if you back away from someone.

TaboosAvoid conversation about:

Don’t Criticize any aspect of Chili.

It’s best not to mention the countries surrounding Chile – Argentina, Bolivia, and Peru.

Any discussion around ethnic and social classes or religion.

Avoid bring up wars and politics involving Chili.

Standard monthly income of an average worker

$360,300360,300.00 CLP = 9,772.51 MXN

1 CLP = 0.0271232 MXN

360,300.00 CLP = 749.454 USD CLP = 0.00208008 USD

The Flag

Grupo Bimbo - IdealGrupo Bimbo is today one of the largest baking

companies in the world for its brand positioning, volume of production, and sales, in addition to being the undisputed leader in its field in Mexico and Latin America.

Official WEB Sitehttp://www.ideal.cl/productos/

Pan de Pascuahttp://www.youtube.com/watch?v=y6Wv4-5XVuM

América Móvil (Telmex - Telcel – Claro)

Official WEB Sitehttp://www.clarochile.cl/

El Veranohttp://

www.youtube.com/watch?v=J92NMjCAyBg&feature=related

http://www.youtube.com/watch?v=U9Y0z-M0mpg

Video about Chilean Culture.http://www.youtube.com/watch?v=U1PY85JV

aFw

Commercialshttp://www.youtube.com/watch?v=LQaVnZl5

3i8&feature=fvwrel (virgins mobile)

http://www.youtube.com/watch?v=lIJCvJC-4J0 (belt)

http://www.youtube.com/watch?v=q1npzdZQkdg (intel)

Pearltree:http://www.pearltrees.com/#/N-

u=1_830396&N-p=62985827&N-s=1_6256872&N-f=1_6256872&N-fa=6256872

Bibliography.Acuff, Frank. How to Negotiate Anything with

Anyone Anywhere around the World. Amacon: New York, 1997. Printed.