Applied Business Concept

Group Members
Haris Shahbaz (07-0139)

Danish Jawaid (07-0009)

Anis Ali Kiyani (07-0024)

Muhammad Umer (07-0143)

Omar Masood (07-0190)

Latin America
Latin America is comprised of Central and South America. An important trade
partner, United States trade with Latin America is approximately $134.5
billion in exports (20% of total exports). Even though there are important and
distinct differences within this major region of the world, there are some
common habits and similarities within the Latin American culture:

• All speak Spanish, except in Brazil where the national language is

Portuguese
• In all Latin countries, the attitude toward time is less rigid than among
North Americans and a 30 minute delay should not be a surprise. In
fact, among close associates, it is recommended that, when setting
times for appointments, ask "la hora inglesa, o la hora espanol?" This
means "the English hour" (meaning "Promptly at the time specified?")
Or "the Latin hour" (meaning "If I say 7 o’clock, don’t be surprised if I
don’t show up until 7:30 or even later").
• Latinos will usually stand closer together during conversations, so be
prepared for that plus casual touching and, of course, the abrazo, or
embrace, among good friends. You may even be startled to have a
Latin businessman hold your elbow while conversing, or walk down the
street arm-in-arm.
• Latinos are very warm and friendly people and enjoy social
conversation before getting down to business. This is a calculated
process aimed at getting to know you personally. Latinos tend to be
more interested in you, the person, than you as a representative of
some faceless corporation.
• The main meal of the day is usually taken at midday throughout all
Latin American countries. However, this should not deter you from also
hosting your business guests over dinner in the evening. Most Latin
business people know about American dining customs and in their own
country will entertain in the evening at a restaurant for special
occasions. When toasting, the host customarily is expected to make
the first toast with the guest then probably responding.

Brazil
Introduction

Brazil has a population of 146 Million people

concentrated on its two hundred miles of east
coast. Over 90 percent of the people live on 10 percent of the land, and over
15 Million live in Sao Paulo and Rio de Janeiro. Brazil’s ethnic composition is
55 percent European descent (primarily Portuguese), 38 percent a mixture of
cultures (African, German, Japanese, Amerindian, and so forth), 6 percent
African, and only 1 percent Amerindian. Brazil is a multiparty federal
republic. The president is both the chief of state and the head of the
government. There are two legislative houses: an 81 member Senate and a
503-member Chamber of Deputies.

Portuguese is the official language, although some of the population speaks

Spanish, Italian, or various Amerindian languages. There is no official
religion; however the predominant religion is Roman Catholic (about 90
percent of the population). Some 16 percent practice Afro-Brazilian religions
that combine tribal and Catholic beliefs (Spiritual Catholics) and Evangelical
Catholics make up 9 percent. Protestants, Judaism, Buddhism, and other
religions account for less than 9 percent.

Fun Fact

Nearly 50 percent of the population is under twenty years of age. Despite

massive economic problems, Brazil is often regarded as a potentially rich
country with a strong industrial sector, large agricultural production, and rich
natural resources. An example of its potential for efficient utilization of
resources is its processing of sugarcane into ethyl alcohol for fueling 1.5
Million Brazilian cars.

Appearance

• Three-piece suits carry an "executive" connotation, whereas two-piece

suits are associated with office workers. Conservative attire for women
in business is very important. Also make sure your nails are manicured.
• The colors of the Brazilian flag are yellow and green. Avoid wearing
this combination in any fashion.
• Touching arms and elbows and backs very common.
• The O. K. hand signal a rude gesture in Brazil.
• To express appreciation, a Brazilian may appear to pinch his earlobe
between thumb and forefinger.
• To invoke good luck, place your thumb between your index and middle
fingers while making a fist.
• Flicking the fingertips underneath the chin indicates that you do not
know the answer to a question.

Behavior
 • Make appointments at least two weeks in advance. Never try to make
impromptu calls at business or government offices.
• Be prepared to commit long term resources (both in time and money)
toward establishing strong relationships in Brazil. This is the key to
business success.
• Some regions have casualness about both time and work. However
San Paulo is not one of those and in Rio casual refers to the personal
and social events, not business. In these two cities, business meetings
tend to start on time.
• Never start into business discussions before your host does. Business
meetings normally begin with casual 'chatting' first.
• Midday the normal time for the main meal. A light meal is common at
night, unless entertaining formally.
• American coffee is a mere shadow of Brazilian coffee. Expect to be
served small cups of very strong coffee.
• In Brazil, restaurant entertainment prevails versus at home.
• If entertained in the home, it is polite to send flowers to the hostess
the next day, with a thank-you note.
• Giving a gift is not required at a first business meeting; instead buy
lunch or dinner.
• Purple flowers are extensively used at funerals, so be cautious when
giving someone purple flowers. Violets are OK to give.
• Tipping is typically 10% in Brazil.
• If you here the term jeito - it refers to the idea that nothing is set in
stone, that a good attempt can break a rule.

Communications

• Handshaking, often for a long time, is common. Shake hands for hello
and goodbye; use good eye contact; when leaving a small group, be
sure to shake hands with everyone present.
• When women meet, they exchange kisses by placing their cheeks
together and kissing the air.
• First names used often, but titles important.
• Music and long, animated conversation are favorite Brazilian habits.
When conversing, interruptions viewed as enthusiasm. Brazilians enjoy
joking, informality, and friendships.
• Portuguese is the language of Brazil.
• Good conversation topics: soccer, family, and children.
• Bad conversation topics: Argentina, politics, poverty, religion, and the
Rain Forest.
• Stay away from phases such as, "Is it true that everyone in Brazil is
either very rich or very poor?" It is very likely you will be talking with
someone that isn't either one.
Dining Etiquette

• Arrive at least 30 minutes late if the invitation is for dinner.

• Arrive up to an hour late for a party or large gathering.
• Brazilians dress with a flair and judge others on their appearance.
Casual dress is more formal than in many other countries. Always
dress elegantly over dress rather than under dress
• If you did not bring a gift to the hostess, flowers the next day are
always appreciated.

Table Manners

• Referring to European traditions as they do, Brazilians do not switch

knives and forks, as people do in the United States. The knife remains
in the right hand, and the fork remains in the left. When the meal is
finished, the knife and fork are laid parallel to each other horizontally
across the center of the plate-make sure they do not cross each other.
If you put both utensils down on the plate for any real length of time, it
is a sign to the waiter that you are finished, and your plate may be
taken away from you. Alternately, if you lay your cutlery down on
either side of the plate it means you haven't finished; but if you really
are, the host might interpret this as a sign that you were not happy
with the meal.
• The fork and spoon above your plate are for dessert. There are often
many additional pieces of cutlery at a formal meal; if you're unsure of
which utensil to use, always start from the outside and work your way
in, course by course. Bread (usually French bread) is sometimes served
without butter; in that case, there usually will not be a butter knife, nor
will there be a bread dish: your bread is placed on the rim of your main
plate or on the table by your plate (the extensive use of mandioca root,
however, minimizes the use of bread at traditional Brazilian meals).
There will be separate glasses provided at your setting for water and
white and red wine or beer (after-dinner drink glasses come out after
dinner).
• When not holding utensils, your hands are expected to be visible above
the table: this means you do not keep them in your lap; instead, rest
your wrists on top of the table (never your elbows). At the table, pass
all dishes to your left. Never eat anything with your hands, including
fruit, which is typically cut with a knife and fork when served at the end
of the meal.
 Argentina
Introduction

Argentina has a population of 33 Million with an ethnic

composition of 85 percent European descent, primarily
Spanish or Italian. Indians, mestizos (people of mixed Indian
and Spanish ancestry), and blacks together make up the
remaining 15 percent. The Republic of Argentina is a
democracy for now, but has had a long history of military
power.

Spanish is the official language, although many people

speak English, Italian, or other languages. Argentine Spanish
is heavily influenced by Italian and is unlike Spanish spoken
anywhere in Latin America. Church and state are officially
separate, but about 90 percent of the population considers
itself Roman Catholic. Jews and Protestants account for 2
percent each.

Fun Fact

Argentina is a country of wide-open pampas and ancient forests, in addition

to very sophisticated cities, such as its capital, Buenos Aires. Buenos Aires,
has the largest number of Jews in Latin America; they are commonly referred
to as los rusos (the Russians) because most of the early Jewish settlers
emigrated from Czarist Russia. Argentina was the first Latin American
country to send a contingent to the Middle East during the Persian Gulf War.

Appearance

• Dress is very important for making a good impression in Argentina;

your entire wardrobe will be scrutinized. Business dress is
conservative: dark suits and ties for men; white blouses and dark suits
or skirts for women. Indian clothing is for Indians -- don’t adopt any
native costumes!
• Maintaining eye contact is very important.
• A pat on the shoulder is a sign of friendship.
 • A sweeping gesture beginning under the chin and continuing up over
the top of the head is used to mean "I don’t know" or "I don’t care".
• With thumb and finger touching (as if holding a pinch of salt), one taps
them with the index finger to indicate "hurry up" or "a lot".
• Make sure to cover your mouth when yawning or coughing.
• Don’t put your feet up on any furniture.
• Eating in the street or on public transportation is considered rude.

Behavior

• Prior appointments are necessary.

• Argentine executives may put in a very long day, often lasting until
10:00 p.m.. An 8:00 p.m. business meeting is not unusual.
• Business dinners are popular and are usually held in restaurants;
business lunches are uncommon outside of Buenos Aires, since most
people go home to eat lunch.
• Tender beef and red wine virtual national symbols. American beef and
red wine compare poorly to theirs.
• Long meals and conversation is the norm. Crossing the knife and fork
signal "I am finished". Never pour wine back-handed; it’s considered
impolite. When dining, keep your hands on the table, not in your lap.
• Gifts to be avoided include personal items such as ties and shirts,
leather, and knives. High taxes on imported liquor make this a highly
appreciated gift; the most popular are scotch and French champagne.
• If the visitor is entertained in the Argentine home, he/she should
arrange to send flowers or candy to his hostess. Bird-of-paradise
flowers are highly prized.
• A guest should always wait for the host to sit down before sitting, and
to open the door for him before leaving.

Communications

• Handshaking common when meeting for the first time.

• Titles, especially among the elderly, are very important. Address a
person directly by using his or her title only. A Ph.D or a physician is
called Doctor. Teachers prefer the title Profesor, engineers go
by Ingeniero, architects are Arquitecto, and lawyers are Abogado.
Persons who do not have professional titles should be addressed as
Mr., Mrs., or Miss, plus their surnames. In Spanish these are:

 Mr. = Senor
 Mrs. = Senora
 Miss = Senorita
 • Most Hispanics have two surnames: one from their father, which is
listed first, followed by one from their mother. Only the father’s
surname is used when addressing someone.
• Italian and German second and third languages.
• Good conversation topics: soccer, history, culture, home and children,
opera.
• Bad conversation topics: the Peron years, religion, Falkland Islands
conflict.

Doing Business in Argentina

• Argentines are tough negotiators. Concessions will not come quickly or

easily. Good relationships with counterparts will shorten negotiations.
• Contracts are lengthy and detailed. A contract is not final until all of its
elements are signed. Any portion can be re-negotiated. Get everything
in writing.
• An Argentine contact is essential to wading through government
bureaucracy.
• Be punctual for business appointments, but prepare to wait thirty
minutes for your counterpart, especially if you are meeting an
important person.
• The pace of business in Argentina is slower than in the United States. A
meeting that is going well could last much longer than intended, even
if it means postponing the next engagement.
• Personal relationships are important and must be developed before
business is done.
• Argentines often need several meetings and extensive discussion to
make deals.
• Decisions are made at the top. Try to arrange meeting with high-level
personnel.
• Guests at a meeting are greeted and escorted to their chairs. The
visiting senior executive is seated opposite the Argentine senior
executive.
• During business meetings, sustain a relaxed manner, maintain eye
contact and restrict the use of gestures. Don’t take a hard sell
approach.
• Be prepared for a certain amount of small talk before getting down to
business.
• Make appointments through a high-level person. Your Argentine
contact can help with this.
• Confirm meetings one week in advance.

Dining Etiquette
 • Do not begin eating until the host says, iBuen provecho! Argentines do
not switch knives and forks, as people do in the United States. The
knife remains in the right hand, and the fork remains in the left.
Contrary to the custom in much of Latin America, lunch in Argentina is
usually a private affair, with many people going home to lunch;
business lunches, therefore, are not that common, while business
dinners in restaurants are. You may not be invited to a home quickly,
for Argentines, like their continental cousins, regard the home as
sacred.
• Dress well. Men should wear a jacket and tie. Women should wear a
dress or a skirt and blouse.
• Arrive 30 to 45 minutes later than invited for a dinner party. Arriving
on time is not the norm.
• Telephone your hosts the following day to thank them.

Table manners

• Wait for the host or hostess to tell you where to sit. There may be a
seating plan.
• Table manners are Continental - hold the fork in the left hand and the
knife in the right while eating.
• Do not begin eating until the hostess invites you to do so.
• Always keep your hands visible when eating, but do not rest your
elbows on the table.
• Wait for a toast to be made before taking the first sip of your drink.
• It is considered polite to leave a small amount of food on your plate
when you have finished eating.
• When you have finished eating, place your knife and fork across your
plate with the prongs facing down and the handles facing to the right.
• Pouring wine is beset with many rituals and cultural taboos. If at all
possible, avoid pouring wine.

Mexico
Introduction

Three times the size of the state of Texas, Mexico has a

population of almost 88 million. The ethnic
composition of the country is 60 percent
mestizo (a mixture of Indian and European),
30 percent Amerindian, 9 percent white, and 1 percent other. Mexico is a
federal republic. Spanish is the official language of Mexico, although over
100 Indian languages are also spoken. English is widely understood by
educated people and in urban centers. There is no official religion, but
almost 90 percent of Mexicans are Roman Catholic. Protestants account for
around 5 percent.

Mexico is one of the United States’ most important trade partners. It is the
third largest exporter to the United States, and its international trade
products include oil exports, tourism, and the products of its many assembly
plants (called maquiladoras). Most of the labor force is employed in the
agricultural sector.

Fun Fact

One must know a person before doing business with him or her, and the only
way to know a person in Mexico is to know the family. Personal relationships
are the key to business success. In order to make this connection
intermediaries are used. It is critical, especially for a high ranking meeting, to
use a person who is known to the Mexican businessman or woman you are
meeting. This is your "business family" connection, the person who will
introduce you. This person is the bridge that builds the trust necessary to do
business in Mexico.

Mexicans are warm and gracious. They embrace the manana attitude, and
do not embrace the time-is-money mentality of many other cultures. The old
Mexican saying is that "North Americans live to work, but Mexicans work to
live!" Respect their sense of time and traditions. If your natural tendency is
to speak quickly or you have a forceful or sharp tone of voice, become aware
of how you are coming across. Become sensitive to the pace and tone used
in Mexico. Otherwise you will destroy a relationship with your caustic tone
and behavior. Also, it goes without saying that jokes about "Montezuma’s
revenge" are inappropriate.

Appearance

• Men should wear a conservative dark suit and tie. Your wardrobe
should include suits that have classic lines and tailoring in gray or
navy, and white or light blue shirts. A white shirt is more formal and
should be worn when the formality of the meeting dictates.
• Women should wear a dress or skirt and blouse. A classic suit may also
be worn. Build a wardrobe using classic lines, classic skirt lengths, and
basic classic colors - gray, navy, white, and ivory.
• Men may wear pants and a light shirt for casual. Plan a casual
wardrobe using the classic colors, plus camel, and you will be casual,
yet polished. Should you have the opportunity to wear a guayabera,
 the wonderful traditional lightweight shirt, you wear is out over your
pants. This design is very comfortable in warmer weather.
• Women may wear a blouse with pants or a skirt for casual. To present
yourself as professional and polished, even in an informal setting, build
your casual wardrobe using classic shades of gray, blue, camel, white
and ivory.
• Jeans are generally not appropriate, and tight or low cut clothing is
never appropriate.
• Standing with your hands on your hips suggests aggressiveness, and
keeping your hands in your pockets is impolite.
• Mexicans may not make eye contact. This is a sign of respect and
should not be taken as an affront.

Behavior

• Men shake hands upon meeting and leaving, and will wait for a woman
to be the first to offer her hand.
• Women may shake hands with men and other women. Many times a
woman may pat another woman's shoulder or forearm, or kiss on the
cheek.
• Longtime friends may embrace, and after several meetings you may
also be greeted with an embrace.
• Punctuality is not rigid because of the emphasis on personal
obligations. The best time for appointments is between 10:00 a.m. and
1:00 p.m., with late afternoon a second choice.
• Business lunches, rather than dinners are the traditional form of
business entertaining and are usually prolonged affairs, beginning
between 2:00 and 3:00 p.m. and lasting three to four hours, with little
time being devoted to actual business. Lunches are an essential part of
business to establish a personal relationship.
• Working breakfasts are also popular, meeting at 8:00 or 8:30 at your
hotel, and usually lasting two hours at the most.
• Conversations take place at a close physical distance. Stepping back
may be regarded as unfriendly.
• Mexican men are warm and friendly, and make a lot of physical
contact. They often touch shoulders or hold another’s arm. To
withdraw from this touch is considered insulting.
• Giving gifts to business executives is not required. Small items with a
company logo (for an initial visit) are appreciated.
• Secretaries do appreciate gifts. If giving a valuable gift, such as
perfume or a scarf, present it on a return visit. A man giving it to a
female secretary should indicate the gift is from his wife.
• Gifts are not required for a dinner guest, but will be appreciated. Good
choices are candy, flowers (sent ahead of time), or local crafts from
home.
 • When giving flowers: yellow – represent death, red – cast spells, and
white – lift spells.
• Do not give gifts made of silver, as it is associated with trinkets sold to
tourists.
• Women should not invite a male counterpart for a business dinner
unless other associates or spouses attend. Also, Mexican men will
graciously attempt to pay for a meal, even though you are hosting it. A
professional way to host a meal is to dine or lunch at your hotel. Pre-
arrange to have the meal added to your hotel bill.
• Tipping is appropriate for services provided. Wages are often so low
that workers depend heavily on gratuities for their income.
• Pay for store purchases by placing money in the cashier’s hand, rather
than on the counter.

Communications

• Refrain from using first names until invited to do so.

• Titles are important and should be included on business cards. You
may directly speak to someone by only using his or her title only,
without including the last name.
• Doctor is a physician or Ph.D. Profesor it the title for a
teacher. Ingeniero is an engineer. Arquitecto is an architect. Abogado
is a lawyer.
• People without professional titles are addressed using Mr., Mrs., or Miss
and his or her surname. Senor is Mr., Senora is Mrs.,
and Senorita is Miss
• Hispanics generally use two surnames. The first surname listed is from
the father, and the second surname listed is from the mother. When
speaking to someone use his or her father’s surname.
• A married woman will add her husband's father's name to the end of
her name, usually shown as de (name) when written. This woman
would be formally addressed as Senora de (name).
• In speaking to this same married woman less formally, you would
simply say Senora (name).
• Do not use red ink anytime you are writing someone's name.
• The traditional toast in Mexico is Salud (Sal-UUD).
• Mexican’s use a "psst-psst" sound to catch another’s attention in
public. This is not considered rude.
• Mexicans refer to people from the United States as North Americans.
• Good conversational topics are Mexican culture, history, art, and
museums.
• Never discuss the Mexican-American war, poverty, illegal aliens, or
earthquakes.
Dining Etiquettes

• Arrive 30 minutes late in most places (check with colleagues to see if

you should arrive later than that).
• Arriving on time or early is considered inappropriate.
• At a large party you may introduce yourself.
• At a smaller gathering the host usually handles the introductions.

Table manners

• Always keep your hands visible when eating. Keep your wrists resting
on the edge of the table.
• When you have finished eating, place your knife and fork across your
plate with the prongs facing down and the handles facing to the right.
• Do not sit down until you are invited to and told where to sit.
• Do not begin eating until the hostess starts.
• Only men give toasts.
• It is polite to leave some food on your plate after a meal.