Doing Business in the New Latin America: A Guide to Cultures, Practices, and Opportunities

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Greenwood Publishing Group, 2004 - Business & Economics - 266 pages


From Tijuana to Tierra del Fuego, Latin America is remarkably misunderstood, often viewed merely as a source of cheap labor, where corrupt politicians and drug lords run rampant. As a result, many--especially smaller--U.S. businesses are missing out on lucrative opportunities to expand their operations into this dynamic region, home to over 500 million consumers. Drawing from over 30 years of firsthand experience and research, Dr. Thomas Becker helps readers overcome these stereotypes and presents a concise and authoritative approach to conducting business in Mexico, Central America and the Caribbean, and South America.

Featuring current economic, geographic, and demographic data, illustrative case examples, and scores of practical tips, the book delivers a wealth of insights for understanding market conditions, assessing competitive opportunities, and negotiating successful deals. Chapters on the history and culture of Latin America explain the context for how business relationships are established and sustained, and illustrate the profound changes that are positioning the region for renewed growth--particularly for small- and medium-sized U.S. businesses. Subsequent chapters cover the details of business practices--from choosing distribution partners and managing logistics to conducting yourself in meetings and trade shows to getting paid and protecting intellectual property. Integrating strategy and tactics, the author shows you how to separate fact from fiction and earn a passport to profit in a region that is breaking with its past.

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Contents

Where and What Is Latin America?
3
Latin America Means Business
30
WHY AND HOW LATIN AMERICANS DO BUSINESS DIFFERENTLY
65
The Historic Legacy
67
Using Cultural Literacy to Hone Your Competitive Edge
112
THE ART OF MAKING AND KEEPING THE DEAL
149
Negotiating and Selling Tips
151
How to Avoid Letting Your Good Latin American Deal Go South
207
Information Resources
239
Index
245
Copyright

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Page 126 - His lawyer says that if you testify under oath that the speed was only 20 miles an hour, it may save him from serious consequences. What right has your friend to expect you to protect him?
Page 17 - Bush had declared that the United States has "no more important relationship in the world than the one we have with Mexico.
Page 112 - Deep cultural undercurrents structure life in subtle but highly consistent ways that are not consciously formulated. Like the invisible jet streams in the skies that determine the course of a storm, these hidden currents shape our lives; yet their influence is only beginning to be identified. CULTURAL CHANGES In many countries there has been a rise in the "new ethnicity" and a recognition of pluralism.
Page 54 - Major industries: food and beverages, tobacco, chemicals, iron and steel, petroleum, mining, textiles, clothing, motor vehicles, consumer durables, tourism...
Page 50 - Major industries: textiles, shoes, chemicals, cement, lumber, iron ore, tin, steel, aircraft, motor vehicles and parts, other machinery and equipment...
Page 129 - ... the United States, it remains unarticulated and underdeveloped. This is an example of Taylor's (1985b) cross-cultural interpretive science, the fusion of horizons. Through the understanding of the other's practices, we come to know our own. Context "The Japanese do not get to the point quickly. . . . [they] think intelligent human beings should be able to discover the point of a discourse by the context, which they are careful to provide
Page 57 - Lord, deliver me from the man who never makes a mistake, and also from the man who makes the same mistake twice.
Page 50 - Land area: 756,950 sq. km Major industries: copper, other minerals, foodstuffs, fish processing, iron and steel, wood and wood products, transport equipment, cement, textiles Major agricultural products: wheat, corn, grapes, beans, sugar beets, potatoes, fruit, beef, poultry, wool, timber; fish...
Page 174 - Vision without action is a daydream. Action without vision is a nightmare.
Page 36 - Market (Argentina, Brazil, Paraguay, and Uruguay, with Bolivia and Chile as associate members...

About the author (2004)

Thomas H. Becker is an economic development authority and management trainer specializing in Latin America. He has lived, operated businesses, or worked in 16 Latin American countries, and currently serves as advisor to government agencies, private businesses, universities, and NGOs. His academic background includes degrees in Latin American American Studies and a PhD in International Business. He has served on the business faculty of five universities in the U.S. and Latin America, has written over 100 articles and book chapters in English and Spanish, and is a former president and managing director of the Business Association of Latin American Studies.

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