This document summarizes a presentation by Glocalminds on cross-cultural learning for entrepreneurs in Chile. The presentation covers understanding Chilean business culture, managing culture shock, and practical tips for interacting with Chileans. Glocalminds provides intercultural training workshops and coaching to help entrepreneurs and organizations improve their cultural effectiveness and communication in Chile. The presentation addresses why cultural intelligence is important for success when entering new markets abroad.

1. Cross-cultural Learning
for Entrepreneurs

2. ? ! Everything
you wished you’d known about
Chilean Business Culture
(and no one ever warned you)
-Learn how to decipher Chilean unwritten
codes to accelerate your success
-Enhance your cultural intelligence
to improve your startup effectiveness
Centro Movistar Innova
Tuesday, February 28th, 11.00 am

3. Agenda
11.00 Welcome & Introduction
Presentation Round
Post-its: Burning Questions on Chilean Culture
11.10 Glocalminds: Who we are?
11.20 Why are we here?
Culture Shock cycle. Symptoms
Videos. Where are you?
11.30 Practical tips to interact with Chileans
11.40 What can glocalminds do for you?
11.50 Q&A
Thanks!, Flyers + Cards

5. Team
Pablo Villoch
Elena Mansur
Experienced Facilitator, 15 years working with
multinationals, SMEs, public institutions, Born in the U.S.A. and grown up in California,
NGOs and, Universities in Europe and Latin Colorado, Chile y Australia, she transformed
América. Professor at UNAB, IEDE y her passion for interculturalism in a pioneer
Universidad de Chile profession. Wide experience in languace
teaching and research on intercultural
Master in Strategic Leadership towards communication.
Sustainability, BTH, Sweden. Intercultural
Management in Monterrey Tech, México. Master in Cross Cultural Communication,
Postgraduate studies in Intercultural Studies graded with honours at Sydney University,
UPLA Chile. Postgraduate Diploma in Australia. Bachelor in Humanities and Social
International Relations and Globalization, Communication at Universidad Adolfo Ibáñez.
Universidad Alberto Hurtado.

6. Who?
Glocalminds facilitates learning through participatory
methodologies that transform diversity in a powerful
source of creativity and innovation.
Glocalminds contributes to local sustainable
development of communities opening authentic spaces
of learning and participation.
Glocalminds accompanies enterprises, communities,
organizations, public institutions, and NGOs to face their
global challenges activating the value of local knowledge.
Glocalminds team has broad international work
experience in Chile, Brazil, Sweden, Finland, Ecuador,
Colombia, Venezuela, Paraguay and Spain.

7. Experiences
WWF- Quinquén, Lonquimay Art of Hosting Karlskrona, Suecia Conversations for Social Transformation, Hub Asunción, Paraguay
World Open Space gathering Sustainable Water Management, CIPMA - ANDESS Team Mastery Arena, Finlandia
(Click here to see more pictures of Glocalminds in action)

8. Partners
Clients

9. Universities

10. Context
http://eusolidarity.osi.bg/fce/001/0017/files/InterculturalInnovators.pdf
International research shows evidences that cultural
dimensions are a key sucess factor in the enterprising
processes abroad.
A study from Adelaida University shows that
entrepreneurs are able to minimize the negative impact
of business environment if they develop properly the
competences needed in their cultural context.
A Cross Cultural Study of Entrepreneurial Competencies
in Australia and Malaysia. Noor Hazlina Ahmad.
University of Adelaide. May 2007.
http://digital.library.adelaide.edu.au/dspace/bitstream/
2440/48199/1/02whole.pdf

11. Why?
CULTURE SHOCK CYCLE
Mastery Reintegration
Honeymoon
Reverse
Adjustment Culture Shock
Culture Shock
Pedersen, Paul. The Five Stages of Culture Shock: Critical Incidents Around the World.
Contributions in psychology, no. 25. Westport, Conn: Greenwood Press, 1995.

13. Culture
What is
the colour of water
for a fish?
water…
what is
water?

14. artifacts behaviours practices
Culture rituals tangible technologies
speech icons
attitudes
stereotypes
expectations
interests
values
beliefs
paradigms
history
intangible

15. Cultural Differences
Culture: Software of the mind
Geert Hofstede ‘s Cultural dimensions:
• PDI: Power Distance
• IDV: Individualism - Colectivism
• MAS: Masculinity - Feminity
• UAI: Uncertainty Avoidance
http://geert-hofstede.com/national-culture.html

16. Cultural Differences

17. https://beta.cultureactive.com/
Lewis Model

18. LINEAR ACTIVE MULTI-ACTIVE REACTIVE
Talks half the time Talks most of the time Listens most of the time
Plans ahead step by step Plans grand outline only Plans with general principles
Polite but direct Emotional Polite and indirect
Uses official channels Seeks out key person Uses connections
Partly hides feelings Shows feelings Hides feelings
Does one thing at a time Does several things at once Reacts to partners actions
Dislikes losing face Uses excuses to save face Must not lose face
Job-oriented People-oriented Relationship-oriented
Confronts logically Confronts emotionally Never confronts
Rarely interrupts Often interrupts Does not interrupt
Puts truth before diplomacy Has flexible truth Puts diplomacy before truth
Sometimes patient Impatient Patient
Limited body language Unlimited body language Subtle body language
Uses mainly facts Puts feelings before facts Statements are promises
Separates the social and the Mixes social and professional Connects the social and
professional professional

19. https://beta.cultureactive.com/images/expand/Chile_CP.gif
A Chilean meeting

20. When YES means NO
In Chile…. Yes and No are flexible
YES MAYBE NO & NO MAYBE YES
Up to 30% revenue can be lost on the early stages
of offshoring due to this factor alone.
HOW DO YOU DEAL WITH THIS?
1. Specificity.
2. To be sure, offer a chance to back-out.
3. Turn your benefit/problem into theirs.
4. Create a communication protocol.
• How quickly do we respond to e-mail?
• How will we resolve conflicts?
• Which goals can we all accept and commit to?
• How will we handle unmet deadlines?
• How will we define what is urgent?

21. What can we do for you?
Enhance your cultural effectiveness Manage your Culture Shock
Individual Crosscultural Coaching
Intercultural Communication Group
(1 hour session)
Workshops
(Special 20% Discount for StartUp
(2 sessions of 4 hours)
Chile)
-Min 5 participants, Max 15.
Multicultural Teambuilding Individual Crosscultural Coaching
Group Workshops Sessions
(2 sessions of 4 hours) (5 sessions pack: 10% discount
-Min 5 participants, Max 15. included)

22. Thank you!
Thank you!
Muchas gracias!
Eskerrik asko!
Chaltumay!
Maururu!

23. Contact
ELENA MANSUR
Elenamansur@gmail.com
+ 56-99-276 8050
PABLO VILLOCH
pablo@glocalminds.com
+ 56-97-213 4039
www.glocalminds.com