El Salvador

Facts and Statistics

Location: Central America, bordering the North Pacific Ocean, between Guatemala and Honduras

Capital: San Salvador

Climate: tropical; rainy season (May to October); dry season (November to April); tropical on coast; temperate in uplands

Population: 7,066,403 (July 2008 est.)

Ethnic Make-up: mestizo 90%, white 9%, Amerindian 1%

Religions: Roman Catholic 57.1%, Protestant 21.2%, Jehovah's Witnesses 1.9%, Mormon 0.7%, other religions 2.3%, none 16.8% (2003 est.)

Government: republic

Language in El Salvador

Spanish is the main and official language of El Salvador. The local Spanish vernacular is called Caliche. Nahuat is the indigenous language that has survived, though it is only used by small communities of elderly Salvadorans in western El Salvador.

Society and Culture
The People

Many Spanish who settled the country intermarried with the native Indian population and thus the main group are the ‘mestizos’ (mixed European and Indian blood). Only 9% are pure European and usually belong to the wealthiest families; and the remaining 1% are native Indian. The largest native Indian group is the Pipíl. They continue to believe in the traditional gods.

Machismo

Machismo survives in a culture where traditional gender roles remain. The man is the breadwinner and the wife looks after the home. From birth, children are raised to understand that they will have different roles and expectations in life.

Attitudes have begun to change although machismo is still deeply rooted. More middle- and upper-class females now go to work, although they are still generally relegated to clerical or support positions. However, women are increasingly becoming doctors, dentists, or teachers. When this will carry over into the business world remains to be seen.

Etiquette and Customs in El Salvador
Meeting and Greeting

Salvadoran women often pat each other on the right forearm or shoulder, rather than shake hands.
Close friends may hug and kiss on the right cheek.
Men shake hands with other men and with women, although they wait for the woman to extend her hand.
While shaking hands, use the appropriate greeting for the time of day: "buenos dias"(good morning), "buenas tardes" (good afternoon), or "buenas noches" (good evening).
In many ways El Salvador is a formal culture where only close friends and family use first names.
Refer to people by the appropriate honorific title (Senor or Senora) and their surname until invited to move to a first name basis.

Gift Giving Etiquette

Salvadorians give gifts for birthdays, Christmas or New Year, as well as religious events in a person’s life.
A young girl’s 15th birthday is considered a special date and is much celebrated.
If invited to an Ecuadorian home, bring flowers, good quality spirits, pastries, imported sweets for the hosts.
A bouquet of roses is always well received.
Do not give lilies or marigolds as they are used at funerals.
Do not give scissors or knives as they indicate you want to sever the relationship.
If you know the person well, perfume is an excellent gift.
Gifts are generally opened when received.

Dining Etiquette
Salvadorans enjoy socializing and are extremely hospitable.

It is rude to leave immediately after eating; you are expected to stay for at least an hour after dinner to converse with your hosts and the other guests.
Never arrive on time when invited to a home. Although it may sound strange you should arrive a little later than invited, i.e. 30 -45 minutes late.
Dress well as this affords the host respect.
Don’t discuss business at social events unless prompted to.
It is considered good manners to reciprocate any social invitation.
Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating.
Guests are served first.
The host says "buen provecho" ("enjoy" or "have a good meal") as an invitation to start eating.
Food is always eaten with utensils. Even fruit is eaten with a knife and fork.
It is considered polite to leave a small amount of food on your plate when you have finished eating.
Meals are social occasions and can be quite lengthy.
Expect lively conversation during the meal.
Wait for a toast to be made before taking the first sip of your drink.
The host makes the first toast. The most common toast is "Salud!"
When you lift your glass, look at the person being toasted.
If you do not want to drink more, leave your glass one-quarter full.

Business Protocol and Etiquette
Meeting Etiquette

Salvadorians are relatively formal in their business dealings.
Shake hands when meeting someone and also when leaving.
Handshakes are generally not very firm.
A man extends his hand to a woman.
Maintain eye contact when greeting people.
Professional or academic titles with the surname are used in business. Common titles are "Doctor" (medical doctor or Ph.D.), "Ingeniero" (engineer), "Arquitecto" (architect), and "Abogado" (lawyer).
If someone does not have a title, the honorific Senor or Senora is used with the surname.
Always wait until invited before moving to a first-name basis.
Business cards are exchanged during the initial introductions.
Try to have one side of your business card translated into Spanish.

Communication Style

Like most relationship orientated cultures, Salvadorans have a strong sense of personal pride, honour and dignity. They can be very sensitive to comments or action that can jeopardize their standing among others. It is therefore important to watch what is being said, how it is being said and who is being said within earshot of. If you think you may have offended someone it is best to apologise immediately and assure them that no slight was intended. If you feel something you have said may have been misinterpreted, clearly re-state the position using different formula of words.

Due to the need to protect face Salvadorans are indirect communicators. If you are from a direct culture you may wish to moderate your communication style to avoid coming across as rude or abrasive. For example, disagreements and criticism should be handled in private, away from others.

As a result of being indirect Salvadorans may avoid telling the absolute truth if doing so might upset the person. For example, a simple “yes” may not mean ‘yes’ but indicate that the listener agrees or is merely acknowledging a point. It is important to learn to ask questions in several ways to ensure that you understand the response.

Business Meetings

At a first meeting, introduce senior people first and according to rank. Use titles for both your own personnel and your Salvadorian counterparts.

Meetings are structured. They generally start on time and run according to an agenda. Initial meetings will be spent indulging in conversation unrelated to business. It is important to invest this time in building a rapport and firming up the relationship. It is not uncommon for business discussions to be continued over a meal. If you are invited to share a meal you must accept as this is a sign the relationship is going places.

Decisions are generally made by the most senior person. Whether or not decisions are reached after consultation with key stakeholders is a matter of personal preference rather than a cultural nuance. Salvadorans place greater emphasis on their ‘gut-feeling’ rather than on facts and figures.

Being a Manager in El Salvador

In order to achieve successful cross cultural management, it is essential that you understand this is a country where knowing the right person is often more important than what you know. Interpersonal relationships, especially loyalty to family and friends, are the glue that binds the country together.

Trustworthiness, sincerity, and integrity are crucial to building relationships. Expect to answer questions about you personal background, family and interests. Although these facts have nothing to do with business, they allow your Salvadoran colleagues to get to know you as a person. Do not attempt to rush this getting-to-know-you process. Relationships take time to develop. You should show a sincere interest in the people you meet with and demonstrate a willingness to get to know them as individuals.

The Role of a Manager

When managing in El Salvador, it is important to keep in mind that each person has a very distinct role within the organization, and maintaining that role helps to keep order. Intercultural adaptability relies on an understanding of this hierarchical system. People believe that their supervisors have been chosen because they have more experience and greater knowledge than those they manage, and it is, therefore, unnecessary, and even inappropriate for them to consult with lower-ranking individuals when decision-making.

In El Salvador, as in other hierarchical societies, managers may take a somewhat paternalistic attitude to their employees.

Approach to Change

El Salvador’s intercultural competence and readiness for change is medium. Changes are still made slowly, requiring a considerable amount of thought, planning and evaluation.

Intercultural sensitivity is important with El Salvador’s attitude toward risk dramatically impacted by the negative ramifications of failure on both the individual and the group.

Approach to Time and Priorities

Deadlines and timescales are fluid. Patience is the key to successful intercultural management when working in El Salvador. Essentially a relationship-driven culture, it should be understood that taking the time to get to know someone will always take precedence over any timelines. Don’t rush the relationship building process or you may jeopardise any future business dealings.

When working with people from El Salvador, it’s advisable to reinforce the importance of the agreed-upon deadlines and how that may affect the rest of the organization. However, it isn’t unusual for a manager in El Salvador to avoid confrontation over a deadline in order to maintain a positive relationship within the team.

Global and intercultural expansion means that some managers may have a greater appreciation of the need to enforce timescales and as such, agreed deadlines are more likely to be met.

Decision Making

Salvadoran business is hierarchical. Job functions, roles and responsibilities are well-defined and respected. Even in meetings, subordinates will demonstrate deference and respect towards those at a higher level.

Most expatriates find Salvadorans hard-working. Individual initiative usually takes into account what is in the best interest of the group. If a choice must be made between what is best for the team and what is best for the individual, the team will win. This is something to consider when delegating tasks. Although individual achievement is a virtue, Salvadoran managers do not praise their employees in a public arena. Praise is given privately as it prevents others from losing honor.

Subordinates expect their boss to be decisive and even somewhat dictatorial. Always remember, this is a hierarchical society.

Boss or Team Player

If you are working with people from El Salvador, it is important to remember the role that hierarchy plays in teamwork and collaboration.

Subordinates expect their boss to be decisive and even somewhat dictatorial.

Communication and Negotiation Styles

Since Salvadorans are status conscious, you should include an executive on your negotiating team. Who you know is often more important than what you know.

If you do not speak Spanish, to avoid any cross cultural miscommunication, hire an interpreter. Negotiations will include a fair amount of haggling. Do not give your best offer first. Salvadorans see negotiations as win/lose propositions. Granting a concession allows them to "win". Deadlines are seen as flexible and fluid, much like time itself. Decisions are only reached by senior executives. Use a local attorney to prepare contracts.

Links and Resources about El Salvador

* Currency - the currency of El Salvador is the US Dollar. Use the free currency converter to compare to GBP or Euro.

* Weather - visit Yahoo!'s up to date Weather for El Salvador.

* Dialling Code - the international dialling code is +503.

* Time – Ecuador is -6 hours GMT.

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