Negotiatiation styles in Argentina

Written by Daniël Dam, Ricardo van der Himst, Dirk Boogaarts January 2014. Posted in Int. Skills, Negotiations

Negotiatiation styles in Argentina

In Argentina a deal is most likely made with someone trusted and well-known. However, it is rarely possible to reach an agreement when you have just met your business partner. Argentines greatly value a strong relationship (Tuller, 2008). 

Negotiation is not only seen as a problem-solving process in Argentina. It is usually a way to socialize and get to know each other better. There will be a lot of small talk before and after a negotiation. Showing impatience during these conversations can be considered as abusive and unfriendly. Argentines would like to know whom their doing business with. It is not unusual to talk about personal achievements and even financial topics, yet bragging about accomplishments is dissuaded (Becker, 2004). Argentines often search for a win-win situation, especially when there is a strong relationship between both parties. When the relationship is not so good or they noticed you did not prepare well, a win-lose situation is not shunned. Although Argentines are tough negotiators, the discussions will be courteous. Compromises are not preferred, but surmountable. To prevent misunderstandings it is also convenient to have someone who speaks fluent Spanish with you, advises Diran (2009). 
Using a disarming humour to break the ice, isn’t very common in Latin cultures, as this might suggest an unserious business approach.

With the start of the actual negotiating, also bargaining can be expected. The display of emotion, or the use of sensitive pressure could be bargaining techniques. In those cases a step by step approach will make finding solutions to specific disagreements easier, concludes Tuller (2008). When sealing a deal, a contract in writing generally is preferred by Argentines.