Doing Business In Argentina

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Chapter 8: Business Travel
3/4/2008
Business Customs
Travel Advisory
Visa Requirements
Telecommunications
Transportation
Language
Health
Local Time, Business Hours and Holidays
Temporary Entry of Materials and Personal Belongings
Web Resources
Business Customs Return to top
U.S. businesspeople seeking to be successful in Argentina should take the time to
develop a close personal relationship with their agent, representative, distributor or other
business partner and maintain it with regular visits.
Argentine business and customs are generally more formal than those in the U.S.
Business dress, appearance, and general demeanor are more conservative. Courtesy is
very important, and efforts to rush a business deal are unlikely to meet with success. No
encounter starts with a business discussion. To establish trust, some time spent
discussing family members or sports and social activities is fundamental to the
development of a solid business relationship. It is important to shake hands with
everyone in the room upon arriving and leaving. Among Argentines, it is customary for
men to kiss women they meet for the first time on the right cheek. However, Americans
should shake hands with Argentine women, until a friendly relationship has been
established.
Contacts and introductions are important; therefore use the services of the U.S.
Commercial Service at the U.S. Embassy in Buenos Aires, or other organizations such
as the American Chamber of Commerce, industry associations and other contacts rather
than a direct "cold call" approach. The "Gold Key Matching Service" offered by the U.S.
Commercial Service is an excellent way to find the right contacts. The U.S. Commercial
Service will have a schedule of meetings set up in advance of your visit.
It is important that you be prompt to business meetings, though your Argentine contact
may be slightly late, and always have a pre-arranged appointment. Be sure to have an
ample supply of business cards. Although not essential, it is beneficial to have cards
printed in Spanish, as well as English.
One cultural note is that it is better form not to say you are from "America." In Latin
America, the term "America" denotes both North and South America, not just the United
States. Therefore, it is better to call yourself a North American (norteamericano), from
the United States. Saying you are from the United States (de los Estados Unidos) is