Argentina

Country Information: Argentina●The Argentine Mindset●Characteristics of Society●Lifestyle & Aspirations●The Essentials (10 Key Tips)●Working with the Argentines●Making a Good Impression●Business Etiquette●Business Meeting Culture●Motivating Others●Effective Presentations●Managing RelationshipsThe Argentine MindsetArgentines are proud, educated and sophisticated and they identify very strongly with European traditions. Many Argentines believe Buenos Aires to be the cultural counterpart of Paris. They are proud of the size and beauty of their country and like visitors to appreciate it. History and traditions are highly valued.The most honoured group in Argentine culture is the extended family from which the individual gains his or her self-identity. The family's status power and welfare comes first.Protecting one's honour is of critical importance.Argentine stereotypes tend to be based on the Porteño, or native of Buenos Aires, and include perceived preoccupations with football, politics and fast living. The images of sultry tango dancers and riders on prancing horses are further stereotypes but are less justified. If Argentines had a choice they would want their stereotype to be of a gaucho, the near-mythical plainsman who is independent and brave, athletic, a bold warrior, loyal and generous. The gaucho is the idealised version of a complex historical figure who has become etched into the Argentine consciousness. Modern Argentines believe that they have incorporated the values associated with the gaucho into their own system.The Church and state are officially separate, but about 90% of the population considers itself Roman Catholic. Jews and Protestants account for about 2% each. There tends to be a conflict among the forces of feeling, faith and facts. Argentines often look at problems from a subjective perspective but these feelings are usually influenced by faith in an ideology (primarily the Catholic Church, or that of a political party).to top Characteristics of SocietyWhen the Spanish were in control of Argentina immigration was restricted to Spaniards. Once Argentina became an independent nation immigrants from all over Europe, including; the Spanish, Italian, English, Irish, German, Polish, Jewish and Ukranian were encouraged to come to Argentina. Immigrants today are more likely to be from the Pacific Rim. Britain has strong historical ties with Argentina. English is widely spoken and British customs, habits and fashions are appreciated. Many families have curiously English or Irish-sounding surnames, like O'Brien.About 85% of Argentines are of European descent,primarily Spanish or Italian. Indians, mestizos(people of mixed Indian and Spanish ancestry), andblack people together make up only 15% ofArgentina's population.Buenos Aires has the largest number of Jews in Latin America; they are commonly referred to as los rusos (the Russians) because most of the early Jewish settlers emigrated from Czarist Russia.Argentina is a huge country with great stretches of wilderness. About 90% of the populationlives in urban areas with much of the remaining 10% involved in farming or ranching. The population of Buenos Aires is 12 million of whom 85% are of European descent. In the countryside, about 150,000 gauchos (Argentine cowboys) tend 55 million cattle, 30 million sheep and two million horses.Families are not especially large nowadays (2.19 children on average) but family ties are strong and children will often live at home well into adulthood and until they get married. The elderly are treated with respect and cared for as part of the family unit.Despite a strong recovery the economic and political crisis of 2001/02 has left its mark in Argentina, particularly in the form of increased inequality and poverty. With around 35% of the population living below the poverty line there are occasional outbreaks of social unrest and demonstrations which at times, turn violent.to top Lifestyle & AspirationsIn Buenos Aires, life revolves around café society, late nights, opera, football, and for many, dancing. Evenings become active very late; dinner may not start until 9.30pm, followed by a club. For those with money, the social scene in the city is stylish and sophisticated with a veryEuropean feel.Family ties are very important and weekends and holidaysare often spent in large family groups.Domestic tourism has benefited recently as previouslywealthy Argentines can no longer afford trips to theirtraditional holiday destinations of Miami, Brazil and theDominican Republic. There are therefore, numerousopportunities to relax in resorts, as well as pursue sportslike riding, mountaineering and hiking. AlthoughArgentines are primarily city dwellers there is a growingindustry in outdoors and adventure tourism, and manypeople are only just beginning to discover their owncountry.Top leisure activities include:●Football (futbol), both watching and playing.●Polo - Argentina produces some of the best polo players and ponies in the world.●Horse racing, rugby and tennis.●Tango - although this may seem something of a cliché, Buenos Aires is the tangocapital of the world and many Argentines enjoy dancing.●Jazz.●Opera.●Eating at restaurants and socialising in cafes.to top The Essentials (10 Key Tips)1. Take time to establish relationships and mutual trust. Be patient, it might take severaltrips to complete a deal. Approach business meetings and negotiations as a partner.If you change the representative of your company, be prepared to start relationshipbuilding again.2. Remember that at first, greetings might bequite formal - handshake and nod of thehead. When a relationship has been built,hugs, slaps on the back, and kisses can beexpected.3. Greet most people in your businessdealings with their title and surname. Titlescan include Doctor (Ph.D or physician),Profesor (teacher), Ingeniero (engineer) orAbrogado (lawyer).4. Be prepared for a lengthy decision makingprocess involving several organisationallayers.5. Dress conservatively - dark suits and ties for men; white blouses and dark suits orskirts for women.6. Don't be surprised if your business meeting is at 8 pm. Argentine executives often putin very long days. Be on time, but be prepared to wait 30 minutes for your counterpart.7. Be prepared to present a serious, intelligent, articulate argument combined with afriendly approach.8. Make appointments through a third party - an enchufado - who has contacts within anindustry. Prior appointments are necessary.9. Take time for small talk and business entertaining. Argentines are tough negotiatorswho do not make concessions quickly or easily. Good relations will shortennegotiations.10. Be prepared for lengthy and detailed contracts rather than verbal agreements.to top Working with the ArgentinesDespite the past incidences of corruption at high levels, Argentines are considered to be charming, honourable and rewarding to work with. They are intelligent, well spoken and well-mannered, with pride and honour being two of the most valued personality traits. In Buenos Aires, with about 85% of European descent, people have a distinctly European outlook.There is a national inclination towards soul-searching coupled with a melancholic aura, whichadds to the general Argentine charm.Personal relationships are very important inbusiness and it is essential to build a network ofcontacts. Information is not readily shared thusnetworking is the best way to learn about the localscene. Business entertaining is a way of life inBuenos Aires. Expect late nights and lavish meals.Businesses have a strong vertical hierarchy with decision-making from the top, so it is important to be dealing with the right person. Bosses tend to be autocratic and paternalistic and Argentine managers, anxious to hold onto what power they have are not inclined to delegate. Negotiations can therefore be slow and protracted. Meetings are often used as a forum for debate with different ideas being aired.to top Making a Good ImpressionEven if your counterpart speaks Spanish as his or her first language, be aware that the person may have a mixture of cultural influences - Italian, German, English, French, Russian. The ancestors of Argentina's former president - Carlos Saul Menem - were from Syria. Give some consideration to learning some Spanish. A few phrases will be appreciated.Always address an Argentine formally, using his orher title and family name (next to last name). A PhD or a physician is called Doctor. Teachers preferthe title Professor, engineers go by Ingeiero,architects are Arquitecto, and lawyers areAbogado. Maintain formality in dress, posture andspeech until your counterpart relaxes theinteraction. Your image is important incommunicating your own status. A very Britishreserve, complete with formality of dress andmanner, is characteristic of many Argentines.Try to avoid offering any political/religious opinions. Be especially cautious about praising Argentina's neighbors (especially Chile). Argentina has fought wars with all of them. Do not criticize the country's political and economic track record unless you really know your counterpart well.Most Argentines are anxious to put the Falkland Islands war behind them, so avoid bringing the subject up. If it is discussed, however, refer to the islands by their Argentine name, the Malvinas Islands.Argentines appreciate compliments about their children and the meal, and they like to talk about the beauty of local parks and gardens and their country.Talking about sports is always a good way to open a conversation. Soccer (called futbol) is the most popular sport. American football is futbol americano. Horse racing, rugby, tennis, and polo are also popular. The tango originated in Argentina, and many Argentines appreciate American jazz.Many Argentines love opera, so this is a good topic to discuss. Buenos Aires is on the world's opera circuit and the Colon is one of the finest opera houses in the world. Restaurants and sightseeing are also good topics.to top Business EtiquetteBusiness cardsThere is no formal custom surrounding the exchange of business cards, but it is good idea to have an ample supply. Have business cards translated into Spanish on the reverse side if you have a complicated title.Body languageClose male friends shake hands or embrace upon meeting;men kiss close female friends. Close female friends usually kisseach other. The full embrace (abrazo) may entail a hug, ahandshake and several thumps on the shoulder, ending withanother handshake.Maintaining eye contact is very important, even when theperson is standing very close. Don't back away. Although manyArgentines demonstrate an almost British reserve they will holda conversation at a closer distance than British people orAmericans (often with a hand on the other person's lapel orshoulder). A pat on the shoulder is a sign of friendship. Communication styleThe style of communication in Argentina is polite, assertive, formal, serious, and often apparently argumentative. Personal relationships are important and discussion is better than e-mail correspondence.Argentines, especially those from Buenos Aires, have a reputation for seriousness and melancholy. To call someone or something 'not serious' is a major insult. Maintain formalityduring initial meetings until your Argentine counterpart relaxes.Even if your counterpart speaks Spanish as his or her first language, be aware that the person may have a mixture of cultural influences - Italian, German, English, French or Russian. The ancestors of the former Argentine president, Carlos Saul Menem, were from Syria.Written communication is implicit and rather stylised and wordy. You may have to learn to read between the lines.Gift givingGifts are usually exchanged once a relationship has beenestablished. Tasteful office accessories such as pens ordesktop items are good business gifts. Alternatively, the price ofimported liquor in Argentina makes this a very welcome gift.Avoid gifts from other countries that are also produced locally,such as wine. Avoid gifts with your company's logo. If invited toan Argentine's home, flowers or chocolates for the host are anacceptable gift.to top Business Meeting CulturePlanning a meetingIt is wise to make your first appointment in Argentina via an enchufado - an individual who has high level contacts in your industry segment. Make an appointment by phone or email and reconfirm it before you arrive. You could also take a chance - Argentines are used to people dropping in without phoning first. If the person isn't in, a note can be left.Although you may be meeting with people who speak English, give some consideration to learning Spanish. A few phrases will be appreciated.The first meeting is always to establish whether you like each other enough to take things further, so do not expect instant results.During a meetingDon't expect to get down to business straight away. Expect to begin and end with polite small talk. You can insult Argentine executives by rushing off without chatting at the end of a meeting.Visitors are expected to be punctual but do not besurprised if your Argentine counterpart is late. Ingeneral, the more important a person is, the morelikely it is that they will be late. Subordinates mayarrive first at the meeting with the boss making anentrance afterwards.The use of facts and figures to persuade your Argentine counterparts will only be successful if they do not contradict either feelings or faith. Either way, expect an animated exchange of ideas often with everybody talking at once. Even during an argument, it is unlikely that a subordinate will contradict their boss, or that a boss will disparage something prepared by a subordinate.Frequent interruptions are possible and people do not consider it rude to take calls on their mobile phone during a meeting.After a meetingIt is not unusual for a meeting to continue over lunch, during which your counterpart will continue to assess you and quiz you on politics, culture and your family. They want to get a complete picture of you before entering into negotiations.Follow up meetings with a polite letter of thanks and summary of what was discussed.to top Motivating OthersArgentines are motivated by friendship, respect and family ties. There is a 'work to live', rather than 'live to work' spirit in business. Quality of life is extremely important to an Argentine and although many people work extremely hard, they will not be motivated byhaving pressure piled on to the extent that the work-lifebalance is upset. Good relationships in the workplace areanother strong motivator; work becomes an extension of thefamily and Argentines expect to have close ties to their co-workers and superiors.Cooperation in teams works well but Argentines also expectto be rewarded individually for good performance. Honourand pride are important values. Competition for good jobs istough and unemployment high, so it is important for anindividual's self-worth and personal pride that they arerecognized.Money is an important motivator, as Argentines like to spendit on enjoying life. Eating out, travelling and wearing good clothes all matter, so cash bonuses are an important part of anybody's package. After the recent economic crisis, a lot of people were forced to take on more than one job in order to maintain their lifestyle (and sense of pride).to top Effective PresentationsDo not be afraid to display a passion for a product or an idea. Argentines are emotional people and will respond to this. It is also acceptable to talk about possible downfalls in a project. Argentines can be fatalistic and sometimes pessimistic and will view something withsuspicion if it appears too positive.Remember that you are being judged as anindividual, not just a representative of yourcompany. Dress smartly and make sure anyhandouts and visual aids are professional-lookingand pleasing to the eye. Be fully prepared, andpractice your speech so that you come across asarticulate and fluent.Maintain eye contact with the audience and appearfriendly but professional. If there is someone in the room who is obviously senior make more eye contact with them than with the other attendees.Audience expectationsArgentines can become distracted and a speaker will have to be extremely charismatic to hold the attention of an audience for a long time. In smaller, more informal presentations, the audience expects to be allowed to interrupt and ask questions and will often go off at a tangent as new ideas are explored.to top Managing RelationshipsArgentine managers are inclined to be paternalistic, delegating power only where they see fit and using subordinates to train other employees in certain tasks. It is important for a managernot to be seen to be doing something menial.Those lower down the hierarchy are often deprivedof information and will turn to their co-workersrather than to a superior if a problem needs to besolved. Asking a superior is an admission that theyhave not understood something and could reflectbadly on the manager.Delivering feedback is not an inherent part ofArgentine business culture. Positive feedback isappreciated, but anything too effusive will be regarded with suspicion. Negative feedback should be given with great care, i.e. indirectly and being careful to avoid assigning blame; Argentines like to save face. If there is a problem, the person whose problem it is should be given a chance to sort it out before resorting to direct confrontation.to top。