Doing Business in Guatemala
...ds more on social class, education and family background than on personal achievement. Business visitors can enhance their status by displaying a lively interest in intellectual pursuits, dressing elegantly and staying in top hotels. Proper Protocol Shake hands with everyone in the room, both men and women, when meeting or departing. The handshake should not be too firm. Use last names only preceded by Seņor, Seņora or Seņorita (Mr., Mrs. or Miss). The use of titles is very common, such as Licenciado (anyone with a college degree), Doctor, Profesor, Arquitecto, Ingeniero, etc. The use of the title without the last name (Seņor Ingeniero) is also appropriate. Smile and maintain eye contact when you are introduced to someone. "Como esta?" (How are you?) is the most common greeting. Business cards in English are accepted. However, all correspondence and documents from your company should be translated into Spanish. Putting your hands in your pockets while talking to someone is considered impolite. Another gesture to avoid is the American OK sign. Communication Style A warm and friendly people, Guatemalans tend to be talkative, nonverbally expressive and open about showing emotion in public. Don't be offended if you are sometimes interrupted in mid-sentence -- conversational overlap is not rude in Guatemala. Do however avoid direct confrontation during negotiations. Never expect to get down to business quickly. Guatemalans need some time to get to know you. Touch Behavior Guatemala is definitely a high-contact culture. After they get to know each other two men will shake hands and touch each other on the elbow or forearm, perhaps slap each other on the back or shoulder. Male friends will exchange embrace while women friends brush cheeks with a kissing motion of the lips. In another sign of friendliness Guatemalans stand very close to each other when talking. Business Entertainment Wise negotiators include plenty of time for socializing during these drawn-out discussions. If you wish to entertain a high-level executive, ask his secretary to recommend a restaurant. It is important to host your counterpart only at elegant, prestigious establishments. Similarly, business visitors should only stay in top hotels while in Guatemala. Women drink wine, spirits and liqueurs -- beer is considered a man's drink. Guatemalans normally eat a light breakfast between 7 and 9 am and a substantial lunch between noon and 2 pm. Dinner usually starts after 7 pm but dinner parties don't normally get underway until after 10:00 pm. Avoid using the side of your fork to cut anything and do not pick up food of any kind with your hands. Although they are a very expressive people, Guatemalans do not like a lot of conversation during meals. Wait...