Doing Business in the New Latin America: Keys to Profit in America's Next-Door Markets / Edition 2

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Unlike the "old" Latin America, today's Latin America is both readily accessible to smaller North American companies and is being transformed into a bustling business environment. However, for those without a native, in-depth understanding of the emerging changes within today's Latin American marketplace and a grasp of the cultural implications at hand, doing business in Latin America can still be challenging for smaller U.S. exporters and importers.

Doing Business in the New Latin America: Keys to Profit in America's Next-Door Markets, Second Edition serves as an insider's travel guide and trader's manual for understanding the region's market environment and best export sales opportunities in each of its countries. It lays the groundwork for finding and developing ideal prospects while avoiding pitfalls and foreigners' faux pas. Part I familiarizes readers with Latin America in general, profiling its nations from a business perspective; Part II explains how Latin American business attitudes developed from a historical perspective. The third section of the text focuses on the all-important art of making—and keeping—the deal.

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Editorial Reviews

From the Publisher

"This well-researched, engaging book is a useful resource for international business collections."



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Product Details

  • ISBN-13: 9780313383816
  • Publisher: ABC-CLIO, Incorporated
  • Publication date: 11/18/2010
  • Edition number: 2
  • Pages: 280
  • Product dimensions: 6.30 (w) x 9.30 (h) x 1.20 (d)

Meet the Author

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.

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Table of Contents

Pt. I People, places, and possibilities 1
1 Where and what is Latin America? 3
2 Latin America means business 30
Pt. II Why and how Latin Americans do business differently 65
3 The historic legacy 67
4 Using cultural literacy to hone your competitive edge 112
Pt. III The art of making and keeping the deal 149
5 Negotiating and selling tips 151
6 How to avoid letting your good Latin American deal go south 207
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Sort by: Showing 1 Customer Reviews
  • Posted March 28, 2012

    Very Useful for Snapshot on Business in Latin America

    I thoroughly enjoyed reading this book and found it had very useful applications to my business. Dr. Becker does a very good job of letting you know where and how to business down there. I would highly recommend it to anyone looking to enter Latin American markets.

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