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 Chilean culture

• A Latin American giant
• A generally uniform population 
• A well-established catholic tradition
• The painful impact of the military dictatorship
• The delicate political and economic situation

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

• The continued existence of "machismo"
• The influence of the religious institutions
• Pride and a sense of honour
• An inflexible class system
• A sarcastic sense of humour
• Emphasis and expressiveness
• The importance attached to qualifications and status

4. The Chilean corporate world

• A somewhat conservative organizational structure
• Concerted decision-making
• A strong work ethic
• The role of the state and of the church

Module 2 : Succeeding in work with the Chileans

1. Effective communication with the Chileans

• The rules of gestural and non-verbal communication
• Implicit communication
• Spanish and English for business

2. Adapting your working methods

• Building trust and confidence: education, experience and an open mind
• Effective management: responsibility and decision-making
• Dealing with touchy or sensitive people
• Anticipating reticence
• The role of mediators

3. Successful meetings and negotiations with the Chileans

• Discipline and punctuality
• Identifying strategies
• Creating a favourable climate
• Understanding written contracts, their interpretation and implications
• Organizing the post-negotiation phase

4. Final handy tips

• Caution, patience and humility
• Protocol and etiquette
• Social standards, gifts, business cards, dress code, etc
• Sensitive subjects: politics, history, religion
• Humour: a double-edged sword