n many ways the Chilean culture is more European in style than Latin American, due to the preponderance of European immigrants in Chile. Despite the apparent diversity of the population, however, Chileans have remained relatively homogenous. Immigrants coming to this land have been assimilated into the culture without prejudice and have accepted the predominance of the Spanish language, and the strong influence of Roman Catholicism. The geographical isolation of the country seems to have further insulated the people from global ethnic sparring.  The influence of the Roman Catholic Church is felt; abortion is illegal.  Although there are over one million Native American Indians in Chile, they live in the far reaches of the north and south. Their culture and customs are officially protected by the Indigenous Peoples Law.  There is general respect for the human rights of all Chilean citizens. Perceptions of human rights abuses generally date back to the military rule of the 1970s.  Chile has a well-trained work force with high productivity. Education is emphasized as a means to a better life, and the great majority of young people receive secondary education, many in technical and professional specialities. Chile has a large, well-educated middle class.  For centuries men have been the dominant partner in marriage and have been the bread-winners, even though the women have had considerable domestic influence. Today women are emerging into the workplace while maintaining the role of child-rearer.

 

Business and Social Customs

 

SOCIAL CUSTOMS  Chileans revere relationships and their social behavior reflects their friendliness. The common greeting among friends and relatives is the abrazo, which consists of a hug and a handshake and sometimes embellished with a kiss on the right cheek for women. It is repeated when saying goodbye.  Foreigners, especially when meeting someone for the first time, should expect a handshake. Eye contact is considered good form, and Chileans, like other Latin Americans, tend to stand much closer to one another than in Europe and North America when conversing.  Common greetings are: "¿Qui'ubo?"/What's up?", "¿Como esta?/How are you?", "Gusto de verte/Nice to see you."  Chileans are not as title-conscious as many other Latin Americans, however, everyone uses titles, such as Señor, Señora and Señorita, and professional titles such as Doctor or Profesor. Elderly men and women are usually addressed as Doñ or Doña. with their first names to show respect.  Women who are well-acquainted often greet each other with a kiss on the right cheek. When entering a room, a woman can expect that those present will rise and expect to shake her hand, but only if offered. Women usually remain seated.  Gestures  Courtesy and respect are the guiding principles of good etiquette. Chileans expect correct posture and limited use of gestures and hand movement. Beckoning with the hand is considered bad form. Yawns should be stifled or covered by the hand.  Gestures likely to be misinterpreted are:  * making a fist and slapping it against the other hand  * turning the palm upward and spreading the fingers  * holding the hand as if holding a round object  * holding the fist upright, level with the head.  Surnames  In Chile, as in other Latin American countries, it is customary to give a child the family names of both the father and the mother, although the father's name is the official name. The first name is the paternal surname; the second is the maternal surname. The child may be addressed either way, using both names, or by using only the father's name.  The mother, who retains her maiden name, in addition to her husband's name, is also known officially by both names, although she may occasionally prefer to use only her husband's name.  This habit of using two surnames can be confusing to a foreigner and will occasionally, when filling out official forms, require you to explain that you use only one surname.  BUSINESS CUSTOMS  Attitudes and values  Chileans appear to enjoy their work. They approach it with enthusiasum and energy, although family considerations may take precedence over "getting ahead" on the job. Weekends are sacrosanct for families, and overtime is rare.  In general, business customs are similar to those in European cities; that is, slightly more formal than in North America. Chilean businesspeople are usually well versed in international business and technology, well traveled, well-educated, and quite sophisticated.  Chilean business tends to be dominated by small cliques of company owners centered around business associations. At the individual level, Chilean companies are fairly rigid in their hierarchy. Few decisions are made outside the top levels of the organization.  Diplomacy is essential. Chileans dislike saying "no," particularly in business dealings. Don't try to force a "no"; it won't win you friends--or business. On your part, say "no" diplomatically, so as not to compromise the face, dignidad, of your counterpart. In the workplace, confronting mistakes with direct, open discussion will not work in Chile; much more effective is criticism in private.  Hard-sell techniques are not appropriate; Chileans are conservative and honest and do not appreciate such tactics. Have patience if decision-making takes time and red tape surfaces.  Language  Although English is spoken by much of the business community, a working knowledge of Spanish will be appreciated by your colleagues. Some knowledge of Spanish will give you an advantage and will be helpful in expanding business opportunities in Chile and throughout Latin America.  Relationships  The important thing to remember about business in Chile, as in most of Latin America, is that personal relationships are the key to success. Chileans seek a relationship, not just a business arrangement. They prefer dealing with individuals, not just with an impersonal organization. Be willing to devote the time required to develop these personal relationships and the trust that accompanies them. This entails a fair amount of time talking about yourself, your family, and your background. Even after a relationship has developed, expect to begin one-on-one meetings with some small talk about family or mutual friends.  An obvious outgrowth of this phenomenon is the importance of contacts. Being able to say "Mr. or Ms. so-and-so referred me to you" is far preferable than calling someone without a contact. Make every effort to develop a network-through embassies, business groups, or business associates-when you first arrive for either short trips or extended stays. In addition to helping with immediate business, a broad network of friends and contacts will be essential to understanding the intricacies of Chilean politics.

 

Entertainment

 

FOR BUSINESS   Chileans are social by nature, and almost all business relationships will invariably be social as well. Meetings outside the office are most often conducted over lunch--dinner being a more formal occasion. Business lunches normally run about two hours. If wives are invited to a meal, expect the occasion to be more social and business to be secondary.  Business entertaining is usually done in major hotels and restaurants; invitations to homes are not usually made until colleagues know each other quite well. When hosting a business lunch, allow your business associate to choose the place; when hosting a business dinner, it is customary to entertain at your hotel's restaurant.  In a restaurant  In addition to the restaurants at the major hotels, Santiago offers many other excellent restaurants including popular cafés. Chileans tend to eat large lunches; if you want something lighter try the local variation on the hamburger, the lomito, with a roast pork foundation, at a soda fountain.  Lunches are usually served between 1200 and 1500. Dinner usually does not begin before 2000. Many restaurants are closed Saturday afternoons and Sunday evenings; some are closed all day Sunday. Clubs and hotels remain open; however, clubs are closed on Mondays.  Although Chileans are rather formal, they do not "dress for dinner."  Many restaurants are concentrated in Bellavista, El Bosque Norte, and in Providencia around the Los Leones metro stop and on Avenida Vitacura.  The Friday edition of El Mercurio has a guide with extensive and current restaurant listings and reviews.  Clubs and cafes   The best quiet places suitable for after-business drinks are the lobby bars of the major hotels. For a bohemian atmosphere, try the various clubs and cafés in the Bellavista neighborhood.  INVITATION TO A CHILEAN HOME  If you are invited to a Chilean home, a gift of a bouquet of flowers for the hostess is appropriate. Arrive a few minutes late. When you arrive at the home, wait outside the door until you are invited in and greet the head of the household first.  Afternoon tea, sometimes referred to as onces, is a well established ritual in Chile. Beverages, small sandwiches, and cookies or cake are usually served around 1700-1800 hrs.  A casual, conversation-rich, social behavior is the norm at a Chilean dinner. Chileans use the continental style of eating with the fork in the left hand and the knife in the right. Both hands are kept above the table throughout the meal. It is considered impolite to ask for or accept second helpings of food.  Chilean wine, widely recognized as among the world's best, is likely to be enjoyed with the meal, and is always poured with the right hand. A simple toast of "salud" is nearly always offered.  Feel free to compliment the hostess on the meal, and be sure to extend a thank you, either verbal or written.  Plan to stay for a brief period of conversation after the meal.  Conversation should avoid politics and religion and instead center on families, children, history and the arts. Easter Island is a very interesting subject for all.  Expect to be invited to weddings, baptisms, and parties by both your colleagues and employees. For employees, your attendance will be considered an honor.

 

Gift Etiquette

 

It is important to choose an appropriate gift for your Chilean business associate or host--one that reflects your thoughtfulness. Gift-giving is a popular custom in all of Latin America and it is important to do it properly.  Foreign businesspeople should participate in the custom, but it is important that no gift is offered that could be construed as a bribe which is a major offense in the business community.  The most important characteristic of an appropriate gift is quality; the product, whatever it is, should be of a high standard. Appropriate business gifts include leather business items, pens, cigarette lighters, and fine whiskey. Suitable host and hostess gifts are flowers, candy, wine or bread.  Guidelines for giving gifts  In general, follow these guidelines for gift giving etiquette in Chile:  * Do not go empty-handed to anyone's home.  * Women should not give gifts to male colleagues; the gift could be misconstrued as a personal overture.  * Do not bring a business gift until a friendly relationship has been established.  * Gift giving should follow business, when the setting has become relaxed and less formal. Lunch is usually a good time.  * Tailor your gift to the recipient's needs and tastes.  * If you plan a return visit, ask your Latin colleagues if there is something they would enjoy from your home country.  * Gifts for children are greatly appreciated.

 

Tipping

 

A 10 percent service charge is usually added to checks in restaurants, and it is customary to tip an additional 10 percent. A tip of 20 percent is customary in bars where service has not been added to the bill.  Taxi drivers do not expect tips unless special services have been performed. Some service people, such as garbage collectors, doormen and deliverymen expect tips at holiday times: September 18 for the national holiday; and again at Christmas. Gas station attendants, movie theater ushers, and other service attendants will expect a 10 to 20 peso tip.

 

Business Practices

 

BUSINESS PROTOCOL   Generally Chileans are friendly, hospitable, and very interested in doing business with their foreign counterparts. They expect that you will return their interest and respect by showing courtesy and sincerity.  Personal visits are warmly welcomed and are helpful in establishing a long-lasting, profitable business relationship. Chileans share a Latin American appreciation for simpatía, a person's conveyance of respect and personal warmth toward his or her associates. Small daily courtesies and polite formalities are favorably regarded.  It is extremely important to answer all correspondence promptly, preferably in Spanish. All written literature such as brochures and catalogs should also be in Spanish; weights and measures should be expressed in metric. Business cards should be bilingual. If you have a local contact, write that information on the back of the card.  BUSINESS ATTIRE  Chileans take great pride in their personal appearance. Clothes are always neat, clean, and well pressed. Business dress is conservative. Tasteful suits of good quality are appropriate for both men and women; women should wear high-heeled shoes. Chilean women rarely wear slacks and Chilean men rarely wear a sport jacket for business however both modes of dress are becoming more acceptable. Slacks as worn by Chilean women are well tailored and elegantly accessorized. Women should wear a dress for evening functions, but formal dress is rarely needed.  BUSINESSWOMEN  A growing number of Chilean women hold key positions in Chilean politics and business; women are almost 30 percent of the labor force.  Chileans are generally much more polite toward foreign women than are men in other Latin American countries, but a certain amount of subconscious machismo still exists.  Women may find dealing with the business world more difficult than in Europe or North America and should pay attention to gestures and behaviors which could convey the wrong signals. For instance, invitations to dinner, or gifts given to male counterparts may be misconstrued as overtures of a personal nature.  Sexual overtures, some bordering on harassment, may occur in the office and should be dealt with firmly and openly. Never just ignore the overtures and hope they will not be repeated--it will only encourage further overtures. If invited for dinner or drinks by a Chilean male colleague, ask whether his wife or other members of the firm will be joining you as a subtle way of letting him know that you consider the invitation a business one rather than a social one.  BUSINESS MEETINGS   Business visits may be scheduled throughout the year, however during the January-March summer vacation season Chileans take their summer vacations and it may be difficult to schedule appointments. Stores and factories commonly close for two weeks during the vacation season.  Try to make business appointments in advance, then confirm them as the date approaches. Be prompt; although social occasions may not begin at the hour indicated, business meetings nearly always do.  Business meetings are typically scheduled between 1000 and 1230 and 1430 and 1700. Lunch breaks usually begin at 1300 and last about one hour; a business lunch may last for two or three hours.  During the first meeting, it is appropriate to discuss your company and position. However, much of the conversation may not be business-related. A more socially-oriented conversation may precede business discussions. Topics might include travel, sports, family, or Chilean wines.  Make every effort to familiarize yourself with Chile and its history and traditions before you meet with your Chilean associates. Avoid references to politics, especially issues relating to human rights, until you know your colleague well and know that such a discussion would not be considered offensive. Concentrate on recent political and economic trends and popular local sports such as soccer.  Chileans are understandably proud of their recent economic success and enjoy discussing it. Chileans also appreciate giving practical advice on what to see and do and where to eat.

 

Business Hours

 

Banks  0900-1400, Monday through Friday  Government  0900-1800, Monday through Friday  Some public services close at 1400.  Business  0830/0900-1730/1800, Monday through Friday

 

Holidays and Festivals

 

Most Chilean holidays center around religious celebrations. As most people are Roman Catholic, the important observances are around Christmas and Easter. Christmas is celebrated in much the same way as it is in North America, but the activities are influenced by the summer weather. New Years Eve is celebrated everywhere, of particular interest is the outdoor festival in Valparaiso.  Independence Day (from Spain) is a national holiday which features picnics and folk dancing. On this day the public parks are filled with stands called Fondas, decorated with leaves. Empanadas or meat turnovers and chicha, drinks made of fermented grapes are served and guitar music accompanies the cueca, the national folk dance.  A national custom dictates the visiting of graves of relatives on November 1, All Saints Day.  A few Native American Indian observances still exist, including a traditional Mapuche celebration in Villarrica in February.