Toma de Decisiones en Costa Rica

Cultural Context
Decision making in Costa Rica is not generally a time-consuming process that requires much patience. This is because they not tend to be extremely detail-oriented, and will not want to examine all aspects of a business deal before reaching any type of agreement.

The main key to success in, this contexts, in Costa Rica is to build an informal relationship based on trust, and to present a proposal that features long-term gains for both parties.

Power Structures
Companies in Costa Rica not always are organized into strict hierarchies that feature clearly drawn lines of authority. Age, experience, and position are very important, and senior leaders are responsible for making decisions that are in the best interest for the company. If the foreign businessperson is a buyer, rather than a seller, he or she will often be able to meet with the top decision maker more quickly.

Key Contacts
While the majority of final decisions will be made by senior executive members of a big company in Costa Rica, business visitors will often meet with middle-management personnel who act as filters and buffers. Therefore, business visitors need to quickly determine who holds the actual power, in order to meet with him or her as soon as possible, while remaining courteous to middle-management colleagues.

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Communicating Styles
Estonians are direct communicators who say what they mean and mean what they say. However, they do use diplomacy, and do not try to cause another person embarrassment or harm the business relationship.

Most Estonians are not emotive speakers, and they do not appreciate robust hand gestures, displays of emotions, or overly loud voices. If they need more time to gather their thoughts or if they are uncomfortable with what is being said, Estonians will show this with silence. Visitors should take care to never interrupt someone while he or she is speaking. While your Estonian contact’s communication may seem aloof or cold, he or she will become more open and outgoing as the relationship develops.

Never try to use aggressive tactics, such as hard selling or confrontations. If you do need to address any sensitive matters, do so in a direct, yet polite and tactful manner.

Visitors should never boast about accomplishments, as modesty is a virtue in Estonia.

Implementing Agreements
The legal system in Estonia, especially regarding contract law, is not fully developed, so visitors should be cautious when implementing agreements. Most Estonians will typically want a detailed written agreement at the end of negotiations. Visitors should make sure they get everything in writing, as well as confirmed agreement from their Estonian contacts on all parts of the agreement. In Estonia, each section of the contract will typically be up for renegotiation until the contract is signed and finalized. Even with a written contact, visitors need to follow-up with their Estonian counterparts and maintain the formal relationship to ensure the deal is fulfilled on time and correctly.