Doing Business in the New Latin America Keys to Profit in America's Next-Door Markets

ISBN-10: 0313383812
ISBN-13: 9780313383816
Edition: 2nd 2011 (Revised)
Authors: Thomas H. Becker
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Book details

List price: $33.00
Edition: 2nd
Copyright year: 2011
Publisher: ABC-CLIO, LLC
Publication date: 11/18/2010
Binding: Hardcover
Pages: 280
Size: 6.00" wide x 9.50" long x 1.25" tall
Weight: 1.584
Language: English

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 Ph.D. 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.

Illustrations
People, Places, and Possibilities
Where and What Is Latin America?
Americas and Americans
A Bird's-Eye View of Latin America
A Name, a Place, a Secret, and a Promise
Quick Notes: Country Visit
Separating Fact from Fiction
How This Book Will Help You
Latin America Means Business
Feeding the Dragon
Size Matters
Latin America's Welcome Mat Is out for Smaller Businesses
Narrowing the Search for Business Opportunity
Quick Notes: Country Business
Why and How Latin Americans Do Business Differently
The Historic Legacy
Civilizations in Collision
1492-1981: Self-Determination in Chains
1982-1991: The Lost Decade-System Shock as a Double-Edge Machete
20-21 Vision: The Presence of the Future
Using Cultural Literacy to Hone Your Competitive Edge
Culture as Capital
Latin American Business Culture: Profile of Management and Organizational Behavior
Latin American Business Culture: Profile of Marketplace Behavior
Concluding Tips
The Art of Making and Keeping the Deal
Negotiating and Selling Tips
The Negotiating Game
Styles: How Culture Affects Negotiating Styles in Latin America
Strategies: Wind-at-Your-Back Negotiating
Stages: Understanding the Pattern of Negotiating in Latin America
How to Avoid Letting Your New Latin American Deal Go South
Taking Care of Relationships
Taking Care of Business
Summing Up
Index

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