fundamental to successful business relationships. An initial visit to Chile should always be used to build rapport and show who you are. Conversation can then gently be steered towards the purpose of your visit. Honor plays a vital role in Chilean society. Never criticize people in public or cause embarrassment to anyone. Stick to your word because otherwise you will be seen as untrustworthy. lChileans negotiate in a serious and straight talking manner. Be upfront but not overbearing. Hard sell tactics or pressure never works. Always be prepared to compromise as this shows you value the relationship more than the nancial aspects of the