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

Subjects:

• Business » Entrepreneurship
• Business » International Business

Reviews:

• Well-written, interesting, and useful, this volume on doing business in Latin America contains six chapters organized in three sections: "People, Places, and Possibilities," "Why and How Latin Americans Do Business Differently," and "The Art of Making and Keeping the Deal."...This well-organized work will be useful to business people and economists interested in the Latin American market, and the balanced economic history survey of the region will appeal to economists, bankers, and finance specialists. In addition, the discussion of the art of making and keeping a business deal active will be valuable to managers and prospective investors....Recommended. Upper-division undergraduate through professional collections.
  —Choice July 2005
• Becker concisely describes the cultures and practices of Latin America, highlighting emerging opportunities in the growth region of Mexico, Central America, the Caribbean, and South America. He also describes the untapped Latin American market that exists within the borders of the United States....Becker provides the reader with the initial tools and thought patterns necessary to do business in the new Latin America. This book is a must read for entrepreneurs seeking opportunities there.
  —Multicultural Review Fall 2005

• Endorsement From Dr. Charles T. Crespy,
  Dean and JPMorgan Chase Professor of Business
  College of Business Administration
  University of Texas, El Paso: Dr. Becker draws on his extensive experience throughout Latin America in both the public and private sectors. There's no substitute for experience and Dr. Becker shares his most profound insights into the soul of the Latin psyche.
• Endorsement From M. H. Gilmore,
  Senior Vice President
  Pacific National Bank: I find Dr. Becker's book an excellent guide, not only for newcomers to Latin American business, but also for those of us who are veterans in the vagaries of engaging in commerce in the area.... I have seen and been involved with ventures which, if not outright failures, were fraught with tension, distrust and unfilled opportunities for profit. A reading of Dr. Becker's book would have made my personal involvement in these much easier and certainly would have been a good guide for those involved in the unsuccessful incidents I witnessed as to how they could have avoided the undesirable consequences.
• Endorsement From Van V. Miller,
  Associate Professor of International Business
  Texas A&M International University: After reviewing this book, I highly recommend it for anyone wanting to learn more about business in Latin America. Not only will it be helpful for those smaller businesses wishing to expand into the region, but it will also offer new insights for those already doing business there. The author provides a wealth of information and knowledge about the subtleties of Latin American culture that are available in no other single source. Futhermore, it reads easily as it rewards greatly.
• Endorsement From Roberto Castillo,
  Trade Director
  State of New Mexico: A long overdue book with a rich understanding of the powerful transformations taking place in Latin America's social order and the business opportunities they are creating for small and medium sized U.S. companies.... I would make this book required reading for the State's Trade Specialists and endorse its extensive use in their statewide presentations to export seminar and workshop participants, Economic Development agencies, Chambers of Commerce, SBA, SBDC's and Civic Groups.
• Endorsement From Winthrop M. Hallet III,
  President
  Mobile Area Chamber of Commerce: Tom Becker's overview of the history and current economic conditions and opportunities in Latin America are both comprehensive and compelling. We have been conducted dozens of trade advancement missions during the last few years and fully concur with his assessments and applaud his pragmatic approach and advice. Excellent job!
• Endorsement From Dr. Arthur E. Snyder, Dean,
  Tabor School of Business
  Millikin University: A tour de force of practical advice based on sound research of how business is being done in Latin America in the 21st century. As a Latin America business veteran and accomplished academic, Dr. Becker knows the strengths and limitations of small- and medium-size U.S. companies as they venture abroad. Writing with clarity and wit, he outlines an easy-to-read blueprint to guide executives through all aspects of doing business ranging from broad strategy to detailed operating checklists.... I found this book to be a refreshingly up-to-date summary of how deep-seated shifts in the economic landscape of Latin America are changing the ways in which business is conducted in that region's growth-positioned markets. I highly recommend it as a valuable resource for practicing managers as well as serious students.

Table of Contents:

• People, Places, and Possibilities
• Where and What Is Latin America?
• Latin America Means Business
• Why and How Latin Americans Do Business Differently
• The Historic Legacy
• Using Cultural Literacy to Hone Your Competitive Edge
• The Art of Making and Keeping the Deal
• Negotiating and Selling Tips
• How to Avoid Letting Your Good Latin American Deal Go South
• Appendix: Information Resources
• Notes and References
• Index