Who should attend ?

Company managers and staff working and dealing with the Argentinians

Benefits of Attendance

The aim of this seminar is to significantly improve the participants’ effectiveness in their professional relationships with the Argentinians, enabling them to be operational right from the start.

At the end of this training, participants will have acquired insights and techniques to:

• Be aware of their own cultural baggage
• Fully understand Argentinian context and culture
• Analyse possible situations in which misunderstandings may arise and identify ways of communicating
• Reduce stress and misunderstandings
• Decipher and understand decision-making and negotiation processes

Training Approach

Programme Outline

Module 1 : Understanding cultural differences

1. Intercultural awareness : the key to success in international business

• Taking stock of one's own cultural baggage
• The basics of effective intercultural management
• Identifying and going beyond cultural stereotypes

2. Key aspects of Argentinian culture

• The rich biodiversity of this extremely varied country. A multi-racial nation
• “Chaco”, “Sierras”, “Pampa”, “Patagonia” and Buenos Aires
• Colonisation and migration
• Peronism, dictatorship and the road to democracy
• Catholicism and religious minorities.  The educational system
• The Mercosur and foreign capital.  The challenges of a fragile economy.

3. The impact of values and behaviour patterns on professional dealings and relationships

• Family traditions: “cariño” and “asado”
• A macho tradition combined with the notion of a powerful female figure
• The importance of appearances.  The quest for identity
• “El argentine”: Individualism and pride.  The ritual of “mate”
• A polychromic and elastic view of time
• “Armar un negocio”: Argentinian resourcefulness
• Football and the tango: more than just clichés

4. The Argentinian corporate world

• The PYMES, major companies and the mass retail sector
• The workplace: a social environment
• The influence of networks and politics
• A clear hierarchy

Module 2 : Succeeding in work with the Argentinians

1. Effective communication with the Argentinians

• Addressing others:  Understanding the correct use of the familiar form
• The importance of networking
• “Franqueza” direct communication
• Non-verbal and implied communication
• Argentinian and business Spanish: some pitfalls to be avoided

2. Adapting your working methods

• Empathy, courtesy and professionalism
• “Confianza”: Performance through agreement and harmony
• Paying attention to personal ambitions, avoiding misunderstandings
• Anticipating possible obstacles
• Pitfalls to be avoided

3. Successful meetings and negotiations with Argentinians

• Giving relationships that personal touch
• Attention to protocol, learning to be patient
• Identifying executive staff
• Creating reliable long-term partnerships
• Time, priority and deadline management

4. Final handy tips

• Caution, patience and humility
• Protocol and etiquette
• Social standards, gifts, business cards, dress code, etc
• Sensitive subjects: the Falklands war, dictatorship, Chile
• Humour: a double-edged sword