Peruvian Etiquette for Business Travelers
It’s not acceptable to make unannounced calls to a business, and in particular, a government office. Businesses are usually open six days a week from 8 to 6. Many offices are closed for lunch between 1 and 3 p.m. January through March are vacation months for most Peruvians so avoid scheduling business meetings, if possible, during this time.
Business attire for men or women is formal but conservative. It’s acceptable for women to wear make up and jewelry, not true in some countries. Public attire can be much more casual but shorts and tennis shoes are only worn at the beach or for working out in a gym.
It’s difficult to conduct a business relationship with Peruvians unless you’ve been introduced by a third party. Emphasis is put on the personal relationship first, then business. Plan on meeting several times with the first couple of meetings being mostly avenues by which to develop a rapport.
Address others with professional title and last name. Others with no title can be addressed as “Senor” for “Mr.”, “Senora” for “Mrs.”, or “Senorita” for “Miss”. Names can be somewhat confusing since most Hispanics have two surnames – one each from their father and mother. Only the father’s surname, however, is used when addressing someone. Pay close attention while being introduced and pronounce the name as it was pronounced during introductions. That is the time to ask for clarification if needed.
Initial introductions require a handshake but as the relationship develops do not be surprised if your counterparts hug you upon seeing you. This gesture means you are accepted and liked. Try not to shy away or act timid about these affections which are meant strictly in a friendship context.
Business cards and other paperwork should be printed in English on one side, Spanish on the other. Professional titles are thought of highly so list yours directly on your card. Hand card to someone with right hand only. Make a show of examining any cards given to you.
Gift-giving is complex in many countries. In some countries giving gifts to business associates implies bribery. In other countries certain colors are for funerals only and pictures of particular animals have negative connotations. In Peru thirteen of anything is bad luck. Avoid objects and wrapping paper of purple or black. Handkerchiefs don’t make a good gift because they are associated with funerals and mourning. Knives, scissors or other sharp objects signify the desire to end the friendship or business dealings.
Although you might be with a large group of Peruvians the most senior one is the one that you’ll want to concentrate on when it comes to developing a rapport. Failure to recognize this person will likely hinder further business plans. Even if you don’t know who that person is it won’t be hard to tell during the initial meetings. Others will defer to this person often. Once you’ve identified him make frequent eye contact with him during the presentation and be especially considerate to him.
Machismo is strong in Peru with most business meetings being made up of all men. Women have climbed the ranks, in a few companies, but most of the business world remains a man’s realm. For business women traveling to Peru it’s important that you dress conservatively and remain professional. You will be taken more seriously if your counterparts are unable to ruffle your feathers with their displays of machismo.
If invited to a home in Peru arrive about 30 minutes late and stay about 30 minutes after the meal is served. Bring a gift and present it upon arrival. Generally speaking, business is not discussed during dinner. If your Peruvian counterpart does approach the subject then it’s fine.
While dining keep both hands above the table. It is considered bad manners to rest even one hand in your lap. To summon a waiter turn your palm downward and move the fingers back and forth. As in many countries the fork remains in the left hand during dinner with the knife in the right. The positions of the utensils are never switched even if you’re left-handed. Eat everything on your plate or you may offend the host or hostess. Be sure and send a handwritten note thanking your host the next day.
When planning a trip to Peru allow yourself an extra day to get used to the higher altitudes. Use the that 24 hours for resting or visiting the countryside. Be overly prepared for your meeting but expect it to turn into several meetings in the future. Do your best to develop rapport with your Peruvian counterparts and your business deal will be off the ground.
