
Foreign tourists are officially banned from working in Chile for
money – unless their activity is entirely paid for from abroad
(e.g., for artists, exchange teachers, etc.). A temporary work permit
will only be issued in exceptional cases (from the Extranjería
in Santiago or in the provinces), and it is usually restricted to
international artists.
However, there is a large, informal (grey) area in the Chilean labor
market.
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. |