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Doing Business in the New Latin America: A Guide to Cultures, Practices, and Opportunities
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Sales rank 261,805
Customers rating (based on 5 reviews)
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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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| Publisher | Praeger Publishers | | Release date | 11/2004 | | Availability | Usually ships in 24 hours | | Edition | Hardcover |
| | List price | $43.95 | | Our price | $35.16 (you save 20.00%) | | Used price | from $17.53 |
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 Excellent Book
A very interesting, well-written book. It covers both the current status of business and business needs in latin america and also the cultural aspects of doing business there. Most books cover one topic or the other. This one blends both into a good read. Gives good, practical tips on negotiation techniques, dealing with the government bureaucracy, impression mangement, marketing to latin american consumers and business leaders, etc. Makes you think of dealing with the latin american market from a whole new perspective. Buy it if you are thinking about doing business in latin america or even if you are already there.
 Nice book
basically ok, it was just scratched a little bit from the outside, so it might need better packinging. brgds
 Practical side of Latin America
Very useful for new business men and for future visits!
Small USA based business exploring Latin America for opportunity
Thanks to Dr. Becker for explaining in practical and action oriented detail the growth opportunities in Latin America for my small USA based company. After stumbling onto our first Mexican client, my team and I thought we better learn more about how Latin American business operates. Becker clearly highlights the economic and cultural factors that shape doing business in the region, as well as provides many "real-world" tips on how to spot opportunities, avoid pitfalls, and develop long term, profitable customers.
An excellent book that provides current market intelligence on Latin America in an easy-to-read form.
Chris Slocum
Must read. Must re-read. Must recommend to others.
I highly recommend this book for anyone doing business in Latin America.
I recently expanded my business into Central and South America and was desperately in need of education regarding the business practices and social customs of these new markets. I am usually more critical in my reviews, but Doing Business in the New Latin America exceeded my expectations tenfold, so please forgive my enthusiasm.
I was expecting a dry and analytical tome in the style of the two other books I had already read: Winning Strategies for the New Latin Markets and Latin America's Economy: Diversity, Trends, and Conflicts. These books were beneficial in their own way, but Doing Business in the New Latin America is in an entirely different league.
With only six chapters and 236 pages, you might think that the scope of the subject matter would be limited, but Thomas Becker has managed to cover every base by presenting only the most cogent and relevant material.
This book is written with a casual professionalism--I felt as if I were having a conversation with a well-informed friend. Topics that elsewhere are lackluster and uninspired are here presented with enthusiasm and even humor. This book was actually fun to read.
I began speed-reading the text, but quickly found so much worthy content that I finished the book word-for-word. My second time through, I marked up the pages for later reference, only to discover that I marked up almost every page so much that my business partner had to order his own copy.
The chapter: Using Cultural Literacy to Hone Your Competitive Edge (alone worth the price of the book and the investment of time) explains not only the current and relevant customs and rituals of Latins, but gives them context by explaining the origins and evolution of those customs. I found these stories to be as fascinating as they were useful.
I was horrified to learn that many of my new Latin relationships were already tainted by numerous easily-avoided faux pas and that I had missed opportunities that this book made clear to me. Still, my business has only begun to capitalize on this vast new market and the lessons I learned in this book will, I'm certain, be incredibly beneficial.
The entertaining quality of this book does not overshadow its pragmatism. There are negotiating and selling tips (that are contrary to anything you've ever learned in the U.S.), communication methods, risk avoidance strategies, management practices, and brilliant applications of old-fashioned business approaches to an entirely new market.
I particularly enjoyed the contrasts between the business styles and social norms of our two cultures, often presented in crystal-clear tabular format. I was surprised to learn, for instance, that the U.S. fascination with individualism is not well received in Latin America, where collectivism is the norm, especially among workers.
The comprehensive index makes this book an excellent reference source. A Latin associate mentioned guayabera (a style of shirt) in an e-mail referring to dress codes and I found four references to this word in the book.
I learned so much from this book that I came away feeling like an expert in Latin American business. I won't say that this is the only book you should read on the subject, but I will say that if you were only going to read one, this should be it.
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