Don’t waste time negotiating with the wrong people
Do some homework in advance on the hierarchy and structure you are likely to encounter
It’s important to remain patient
It may be necessary to make several trips before the transaction can be concluded
Contract agreements are followed rigidly, problems are resolved swiftly, and payments are made promptly, usually on deadline
Don’t take a hard sell approach
Argentines are tough negotiators
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
Argentines often need several meetings and extensive discussion to make deals.
Decisions are made at the top.
Third party introductions are a necessary prelude to doing business in Argentina
Providing continued service to your client, despite the long distances involved, can be a welcome gesture of commitment
Good relationships with counterparts will shorten negotiations
Make sure you are dealing with the real decision-maker