Should I send an agenda before the meeting?

Yes, but keep it flexible. Send it 3 days in advance, but expect the discussion to deviate if the host feels like discussing other topics.

Is it rude to say 'no' directly?

Yes. Direct refusal is seen as aggressive. People will often say 'we'll see' or 'it's difficult' when they actually mean no.

What is the best way to handle lunch meetings?

Lunch is the primary place for business negotiation. Expect these to last 2 hours. Do not bring up business until the appetizers have been cleared.

Navegando la Cultura de Negocios en América Latina

Success in Latin American business relies on building personal trust before discussing contracts. Expect meetings to start with 15-30 minutes of small talk and prioritize face-to-face interactions over email whenever possible.

Prioritize Relationship Building. Do not jump straight to the agenda. Spend the first portion of the meeting talking about family, local culture, or sports. Building 'confianza' (trust) is a prerequisite for doing business.
Respect Hierarchies. Decisions are almost always made at the top. Ensure you are speaking with the decision-maker or someone with significant influence, as middle management often lacks the autonomy to sign off on deals.
Be Flexible with Time. While you should always arrive on time, meetings often start late or run over. Do not show visible frustration if a meeting begins 20 minutes behind schedule; it is considered rude to rush the host.
Use Formal Address. Use professional titles like 'Licenciado' (for university graduates) or 'Ingeniero' (for engineers) until invited to use first names. Use 'Usted' instead of 'Tú' until a relationship is firmly established.

Should I send an agenda before the meeting?: Yes, but keep it flexible. Send it 3 days in advance, but expect the discussion to deviate if the host feels like discussing other topics.
Is it rude to say 'no' directly?: Yes. Direct refusal is seen as aggressive. People will often say 'we'll see' or 'it's difficult' when they actually mean no.
What is the best way to handle lunch meetings?: Lunch is the primary place for business negotiation. Expect these to last 2 hours. Do not bring up business until the appetizers have been cleared.