Culture plays a basic role in any negotiation. That is why we wish to provide a brief summary of certain aspects that may be useful in doing business in Ecuador.
Ecuadorians tend more toward inductive thinking; they prefer looking at each issue in particular rather than resorting to universal laws. In general, they place their trust based on their feelings and perception of a given situation.

VALUE SYSTEM

• Generally speaking, people from the uplands tend to be more conservative than people from coastal regions.
• Most Ecuadorians rank family and personal relationships very highly.
• Foreigners are appreciated, but their ideas and opinions are only valued to a certain extent.
• They acknowledge their weaknesses and flaws, but do not accept superiority displays.
• Historically, the Catholic Church has greatly influenced Ecuadorian behavior which remains patent throughout most of the population.
• In the last few years, women have advanced greatly in most fields. Today they perform at high levels of responsibility and power.

BUSINESS PRACTICES
Meetings:

• Overall Ecuadorians do not stress punctuality. You can expect to wait an average of 10 minutes.
• Foreigners, on the other hand, are expected to be on time.
• If you intend to visit Quito (the capital city), it is best to travel the day before in order to become accustomed to the altitude. Quito is located 2811m (±9200 ft.) above sea level.
• Working hours usually range from 8:30 to 12:30 and from 2:00 to 6:00, Monday through Friday.
• Shops usually remain open from 9:00 am to 6:30 pm, although some may remain open longer.
• Shopping malls usually open on weekends from 9:30 am to 9:00 pm.
• We suggest working with only one team, i.e. not changing your “contact” throughout the entire negotiation process.
• Ecuadorians are amiable, respectful and responsible, as well as proud of their country and values.
• Chances are several tourist attractions will be suggested to you. It is important to acquire some background on its traditions and show an interest in Ecuador’s history.

LEISURE AND BUSINESS:

• Ecuadorians are hospitable and friendly.
• Business lunches are common-place. The person who initiated the contact is usually the one who makes the invitation and pays the bill.
• If a business woman invites an Ecuadorian to lunch or dinner, she should give him sufficient advance notice. Otherwise he probably will not let her pay the bill.
• During the meal let the host make the first toast.
• It is acceptable to order cocktails or a drink before the meal.
• A bottle of good wine or a typical item from your country are good gifts if you are invited to someone’s house and wish to take a present. If you wish to take flowers avoid irises and marigolds as they are common in funerals.

PROTOCOL

• As far as greetings, at business meetings the usual gesture is a hand shake. Among close friends or at social gatherings a kiss on the cheek is normal. Two men may pat each other on the shoulder.
• In general, respect for authority and elderly people is notorious.
• You should not call someone by his/her first name until you’re asked to do so. If you don’t know someone’s name, you may use “sir”, “ma’am” or “miss”.
• Likewise, it is best to wait until the person asks you to address him/her in more familiar terms.

Gestures:

• Ecuadorians usually speak standing close together and use body contact in doing so, such as touching someone else’s arm, shoulder or lapel.
• Rather than nodding or denying with your head, it is best to do so orally.
• Yawning in public or pointing people out is impolite.
• Tics or repetitive movements (shaking knees, feet, etc.) should be kept to a minimum. This may be upsetting to others.

Dress Code (see information about Ecuador for details on climate)

• Generally speaking people are more formal in the uplands.
• In coastal regions men usually wear “guayaberas” (loose-fitting men’s shirt often worn in lieu of a jacket – Simon and Schuster’s International Dictionary, p. 1252) and women wear light dresses. Foreigners however are expected to dress more formally for business appointments.
• In the uplands it is best to wear a coat and tie for business meetings. Men should wear a coat and tie even in hot weather, in dark or subdued colors preferably. For social gatherings a coat and tie are also in order.
• Women dress more conservatively. A tailored suit or dress are the most appropriate for business meetings. Also, a cocktail dress is very practical for social gatherings.