The_Essential_Manager_s_Handbook

NEGOTIATING INTERNATIONALLY / 443

The South American style of negotiation

EXPRESSING EMOTIONS

Using expansive gestures and speaking loudly and with

passion is considered usual in many conversations. Do

not wait for a pause to join the debate—a continuous flow

of conversation builds bonds and deepens trust.

RESPECT

Treating people with the correct level of respect in relation

to both their role in a company and standing in society is

equally important. A chain of command guides business

processes, but at each level team members work together

with mutual respect.

FAMILY TIES

Extended families form the core of South American society.

Often there is limited distinction between personal and

business life, so expressing interest in the families of

South American colleagues and discussing your own

family is important when negotiating.

GREETINGS

A close, personal greeting to every team member at the

start of each meeting will make people feel valued and

important. In South American cultures, being open and

welcoming is part of professional life.

AVOIDING CONFLICT

The word “no” is rarely expressed in conversation. Refusing

a request or being negative is considered impolite, so many

South Americans will avoid certain subjects or use reserve

and closed expressions to imply their true intentions.

US_442-443_Negotiating_int_3.indd 443 30/05/16 3:07 pm