by Raya Mamarbachi, Guest Columnist
Bewilderment and frustrations can easily occur when a
foreigner is doing business in Ecuador.
When greeting you, if they know you, Ecuadorians are very informal,
patting you on the shoulder, hugging you, and kissing you. With a stranger,
especially a Westerner with whom they have had little contact, they are
formal and are sometimes seen as somewhat distant, arrogant, and
standoffish.
When an Ecuadorian says "yes," he or she means "I am listening to what
you're saying, please carry on." They are very straightforward and to the
point.
Ecuadorians place great importance on trust. When doing business, they
like meet you several times before offering their commitment. In general,
they like to have confidence in you as a person and in your skills, so
expect to be drilled about every aspect of your private and professional
life. It is not meant as an inquisition, but as a way of getting to know you
better. In return, they will open up about themselves, their education, and
their family.
To an Ecuadorian, it is not uncommon to arrive to an appointment one to
two hours late. They are renowned for this and find no reason to apologize
for their lateness.
Ecuadorians exhibit a high level of nonverbal communication when talking
with superiors and elders. On the other hand, westerners use word-based
communication at all levels.
In Ecuador, speech is indirect. Meetings normally drag on for a long
time. Ecuadorians love to talk before, during, and after a meeting. Favorite
topics of conversation are politics, family, sports (especially soccer), and
telenovelas (soap operas). Westerners' speech is direct and very
factor oriented.
Ecuadorians believe that society rules all aspect of life. Ecuador is
very much a macho society. In recent years, women have begun to enter the
workforce, but their chances of reaching positions of power are slim. Men do
not like taking orders from women. Ecuador is still very much a man's world.
In Ecuador, there is a great difference between doing business with
people from the coastal regions and with ones from the cities. For example,
Ecuadorians from the coast are relaxed, loud, and informal. They like to
joke a lot and love to enjoy life. When it comes to work, they have adopted
a laissez-faire attitude. The main reason for this is the hot weather
throughout the year. Work is especially slow during the summer months. On
the other hand, urbanites from Quito, for instance, are the complete
opposite: serious, calm, and rational in their way of thinking and
conducting business.
Below are some practical insider's tips to Ecuadorian culture:
Foreigners should never hold breakfast meetings. Ecuadorians are not
morning people.
During meetings you will be offered coffee or water. Since Ecuador is
one of the largest producers of coffee in the world, drinking tea or
asking for it is considered an insult.
Ecuadorians dress in strong, vibrant colors and in a casual manner. Do
not be shocked.
Messages are passed through food and drink. Popcorn and fried
plantanes (bananas) are commonplace at business meetings.
Ecuadorians have a strong sense of family loyalty, duty, and
obligation.
There is a group orientation rather than individual orientation.
Education is important to open doors to higher success and wealth.
The Spanish language is hierarchical in structure. Titles are
constantly judged.
About Author
Raya has lived in numerous countries: Syria, Spain, France, the USA, and most recently Canada, where she set up her own company. Raya has worked in executive search in New York and now works as a consultant for a senior-level recruitment company in London. E-mail her for more information.
