Argentina is huge – the eighth largest country in the world and second largest in Latin America. It is also the second biggest economy in the region and, as such, is a hive of industry and an attractive destination for tourism and trade alike.
Many of country’s population today are descendants of Europeans who emigrated there during the 19th and 20th centuries, particularly from Spain and Italy. As a result, Spanish is Argentina’s official language and it is the largest Spanish-speaking country in the world.
But its cultural traditions are very varied, although many of them are European in origin. The arts scene is particularly vibrant, and Argentina is known around the world for its energising dances, notably the tango.
As is the case everywhere, however, a good understanding of the underlying values and beliefs of the local culture, and how they can affect doing business, is vital to achieving success in the country. Local help and guidance can be invaluable, but some of the following tips should also prove useful:
First impressions count
While it is important to be punctual for business appointments, do be prepared to wait, especially if you are meeting an important person. Decisions are made at the top so try to schedule meetings with people at the highest level, usually several weeks in advance.
Also bear in mind that face-to-face meetings are the crux of successful business negotiations in the country. Telephone discussions or written communications are widely viewed as overly impersonal.
Luckily, there are not too many titles to remember though. In a formal situation, it is best to address individuals by the professional degree they hold, such as ‘Doctor’ or ‘Professor’. You can also use titles out of respect based on gender – in other words, ‘Señor’ for men, ‘Señora’ for older or married women and ‘Señorita’ for young or single females.
Meeting etiquette
Guests at a formal business meeting are usually greeted before being escorted to their chairs, with visitors seated in order of seniority opposite their Argentinian counterparts. Greetings generally consist of a handshake while maintaining eye contact, with the oldest or most senior person present being addressed first.
Be prepared for a certain amount of small talk before getting down to it though. Jumping straight into the business of the day is viewed as impolite. Good topics for discussion include sport, particularly football, or entertainment such as films or music. Avoid politics and sensitive issues. Also ensure you stay relaxed, restrict your use of hand gestures and do not take a hard-sell approach.
For business meetings, clothing is usually formal and conservative – this means suits for men and smart outfits for women. Looking stylish and presentable is definitely recommended as appearance is important to Argentinians.
When interacting informally, people generally greet family, friends or acquaintances, regardless of gender, with a kiss and brief hug. They also usually maintain close physical contact when talking to others, reaching over and touching other’s shoulders as a sign of friendship.
Business language
Although Spanish is the country’s official language, it has also been influenced by Italian and so is slightly different to the tongue spoken in Spain. But a good grasp of European Spanish will still be an advantage as business is traditionally conducted in the language. The population is highly literate though, and English is widely spoken in large cities, particularly in the capital, Buenos Aires.
Conducting business
The traditional working day is from 8-9am to 5-6pm, with a three or four-hour siesta in the middle of the day. But for the most part, these hours are only stuck to in the provinces. Business life in the city usually takes place between 8am to 5pm.
Nonetheless, you may find the pace of business slower than you are used to. A meeting that is going well may last much longer than intended, even if it means postponing the next appointment.
Argentinians also like to discuss and negotiate things so it may take several meetings and extensive debate to finalise a deal. Contracts are lengthy and detailed and are not finalised until every element is signed off. But it is important to get everything in writing as bureaucracy here can be intense.
Building relationships
Most Argentinians are family-oriented people, which translates into the way they do business. Close, personal relationships are highly valued, so it is important to nurture them.
In difficult negotiations, having a good relationship with colleagues or counterparts will speed up the process. Respect is given to older people and loyalty is shown more to individuals than to companies per se.
Honour is also considered very important, which means it is usually frowned upon to publicly criticise or correct a colleague or business associate. Despite this situation, Argentinians can be quite direct - and even blunt - but they are usually tactful. Gifts are not expected in a business setting unless a close personal relationship is formed.
Claudio Cirocco is managing director of TMF Argentina. He joined TMF Group in 2009 and has more than 25 years’ experience in different industries, including automotive, financial services and technology. Claudio has vast experience in administration, accounting, finance, tax and payroll liquidation, having led several teams and helped international companies to expand their operations in the country.
Argentina is huge – the eighth largest country in the world and second largest in Latin America. It is also the second biggest economy in the region and, as such, is a hive of industry and an attractive destination for tourism and trade alike.
Many of country’s population today are descendants of Europeans who emigrated there during the 19th and 20th centuries, particularly from Spain and Italy. As a result, Spanish is Argentina’s official language and it is the largest Spanish-speaking country in the world.
But its cultural traditions are very varied, although many of them are European in origin. The arts scene is particularly vibrant, and Argentina is known around the world for its energising dances, notably the tango.
As is the case everywhere, however, a good understanding of the underlying values and beliefs of the local culture, and how they can affect doing business, is vital to achieving success in the country. Local help and guidance can be invaluable, but some of the following tips should also prove useful:
First impressions count
While it is important to be punctual for business appointments, do be prepared to wait, especially if you are meeting an important person. Decisions are made at the top so try to schedule meetings with people at the highest level, usually several weeks in advance.
Also bear in mind that face-to-face meetings are the crux of successful business negotiations in the country. Telephone discussions or written communications are widely viewed as overly impersonal.
Luckily, there are not too many titles to remember though. In a formal situation, it is best to address individuals by the professional degree they hold, such as ‘Doctor’ or ‘Professor’. You can also use titles out of respect based on gender – in other words, ‘Señor’ for men, ‘Señora’ for older or married women and ‘Señorita’ for young or single females.
Meeting etiquette
Guests at a formal business meeting are usually greeted before being escorted to their chairs, with visitors seated in order of seniority opposite their Argentinian counterparts. Greetings generally consist of a handshake while maintaining eye contact, with the oldest or most senior person present being addressed first.
Be prepared for a certain amount of small talk before getting down to it though. Jumping straight into the business of the day is viewed as impolite. Good topics for discussion include sport, particularly football, or entertainment such as films or music. Avoid politics and sensitive issues. Also ensure you stay relaxed, restrict your use of hand gestures and do not take a hard-sell approach.
For business meetings, clothing is usually formal and conservative – this means suits for men and smart outfits for women. Looking stylish and presentable is definitely recommended as appearance is important to Argentinians.
When interacting informally, people generally greet family, friends or acquaintances, regardless of gender, with a kiss and brief hug. They also usually maintain close physical contact when talking to others, reaching over and touching other’s shoulders as a sign of friendship.
Business language
Although Spanish is the country’s official language, it has also been influenced by Italian and so is slightly different to the tongue spoken in Spain. But a good grasp of European Spanish will still be an advantage as business is traditionally conducted in the language. The population is highly literate though, and English is widely spoken in large cities, particularly in the capital, Buenos Aires.
Conducting business
The traditional working day is from 8-9am to 5-6pm, with a three or four-hour siesta in the middle of the day. But for the most part, these hours are only stuck to in the provinces. Business life in the city usually takes place between 8am to 5pm.
Nonetheless, you may find the pace of business slower than you are used to. A meeting that is going well may last much longer than intended, even if it means postponing the next appointment.
Argentinians also like to discuss and negotiate things so it may take several meetings and extensive debate to finalise a deal. Contracts are lengthy and detailed and are not finalised until every element is signed off. But it is important to get everything in writing as bureaucracy here can be intense.
Building relationships
Most Argentinians are family-oriented people, which translates into the way they do business. Close, personal relationships are highly valued, so it is important to nurture them.
In difficult negotiations, having a good relationship with colleagues or counterparts will speed up the process. Respect is given to older people and loyalty is shown more to individuals than to companies per se.
Honour is also considered very important, which means it is usually frowned upon to publicly criticise or correct a colleague or business associate. Despite this situation, Argentinians can be quite direct - and even blunt - but they are usually tactful. Gifts are not expected in a business setting unless a close personal relationship is formed.
Claudio Cirocco is managing director of TMF Argentina. He joined TMF Group in 2009 and has more than 25 years’ experience in different industries, including automotive, financial services and technology. Claudio has vast experience in administration, accounting, finance, tax and payroll liquidation, having led several teams and helped international companies to expand their operations in the country.
