Cultural aspect of Negotiation

Argentina being a mix of individualistic and collectivist society, more inclined towards the
collectivist side, negotiations usually take place in groups and emphasis is on building
relationships.
Handshakes are common when people meet for the first time and nodding of the head to show
respect. Friends, both male and female, are greeted with a kiss on the cheek. People greet each
other with Good Morning and Good Afternoon when passing each other on the streets,
entering elevators and asking for information from a stranger. Not doing so is often considered
bad manners. People are addressed by titles such as Senor (Mr.), Senora (Ms.) followed by their
surnames, if known.
Argentina is very low in terms of Long Term Orientation, hence people are normative in their
thinking and gives importance to truth. They exhibit great respect for traditions, a relatively
small propensity to save for the future, and a focus on achieving quick results.
(culturegrams.com, 2015)

Business Etiquette & Protocol

It is important to make prior appointments and being punctual, even if it means waiting for 30
minutes or so for your counterpart to arrive. Confirm meetings one week in advance.
Establishing good relations before doing business is also important as it is a collectivist society.
A certain amount of small talk is a norm before getting down to business.
Argentines are tough negotiators and concessions are hard to get. Contracts are lengthy and
detailed and all of its elements must be signed to finalize the deal. Any portion can be re-
negotiated. A meeting can take longer than intended to finish, and it can mean postponing the
next engagement.
The pace of business in Argentina is slower than in Canada. Argentines often need several
meetings and extensive discussion to make deals. During business meetings, it is important to
behave in a relaxed manner, maintain eye contact and restrict the use of gestures. Hard sell
approach is not recommended.
(cyborlink.com, 2013)
Strategies for Business Communication
A choice of strategies for business communication, marketing, and advertising as well as others
described above

In Argentina, business communication is usually a joint problem solving process and both
partners expect long-term commitments and focus on long-term benefits. A competitive style
of communication is the usual way but it is crucial to remain non-confrontational and less use
of hand gestures as they might be considered as rude.
Long meals and conversation is the norm. Business dinners are popular and are usually held in
restaurants; business lunches are uncommon outside of Buenos Aires.
Argentines are often good at obtaining information about the counterparts so as to be in an
advantageous position, hence it is crucial to be well prepared with the information about the
business partners.
Argentines rank high on uncertainty avoidance dimension of Hofstede, and hence negotiations
go slow and they take time to make decisions. Being impatient and showing hurry is considered
rude and offensive and such people are not liked in Argentina as it is seen as a sign of weakness.
Argentines prefer a polychronic style of work and manage more than one task at a given point
of time which is not the case in Canada and hence need to have patience with the style of work
followed in Argentina and not show impatience, irritation or anger of any kind.

Strategy widely used for marketing in Argentina is advertising in print media, but television,
internet and radio are equally important methods of advertising. Argentina is 5 th in rank among
world’s most internet usage and e-commerce is increasingly becoming a part of daily life of an
average Argentine. Hence Argentina is emerging as viable market to penetrate through online
advertising via social media platforms.
(Negotiating International Business - Argentina , n.d.) (Marketing a Business in Argentina, n.d.)

Management styles

In Argentina, hierarchy is important and the mangers expect to be respected by the

subordinates and addressed with appropriate titles. It is important that the boss acts like a boss
and does not try too hard to be seen as 'just one of the guys'.
But Argentina is a collectivist society so maintaining a relation with the subordinates and
gaining their loyalty is also important. A manager should take a real interest in the
subordinates’ work and try to acknowledge their work and make them feel included in the
process going around in the organization.
In fact the close bonds between manager and subordinate will often run deep but can be more
easily compared to the parent-child relationship than the best friend's relationship. Managers
expect to be shown respect at all times, in return for which they offer help, protection and
future prospects.
Argentines work well in groups when the hierarchy and goals are clear and well defined.
(MANAGEMENT STYLES IN ARGENTINA, 2014) (Argentine Management Style, 2013)
Bibliography
(2013). Retrieved from cyborlink.com: http://www.cyborlink.com/besite/argentina.htm

(2015). Retrieved from culturegrams.com:

http://online.culturegrams.com.library.sheridanc.on.ca/world/world_country_sections.php?
cid=6&cn=Argentina&sname=Greetings&snid=8

Argentine Management Style. (2013). Retrieved from worldbusinessculture.com:

http://www.worldbusinessculture.com/Argentine-Management-Style.html

MANAGEMENT STYLES IN ARGENTINA. (2014). Retrieved from minorccbs.com:

http://www.minorccbs.com/skills/leadership/item/tmanagement-style-in-argentina

Marketing a Business in Argentina. (n.d.). Retrieved from startupoverseas.co.uk:

http://www.startupoverseas.co.uk/starting-a-business-in-argentina/marketing-a-business.html

Negotiating International Business - Argentina . (n.d.). Retrieved from leadershipcrossroads.com:

http://www.leadershipcrossroads.com/mat/cou/Argentina.pdf