1. Doing business with Latin Americans Chapter 11 Ignacio J. Vázquez

2. Copyright notice n Copyright © 2007 by Ignacio J. Vázquez n All rights reserved. Requests for permission to make copies of any part of this work should be mailed to the following address: Ignacio. J. Vázquez, International Business Career, ITESM CSN, P.O. Box 216, Hermosillo, Sonora, 83000 Ignacio J. Vázquez

3. Mexico and Central America´s Culture Development n There are commonalties and overlapping cultural themes in Latin American countries such as the influence of the Catholic Church, the value of the family, and the separate and distinct male and female roles. Ignacio J. Vázquez Native peoples, commonly called “Indians” today, make up a high proportion of the populations of many Latin countries, including Mexico and Bolivia.

4. Mexico n Population: 103 million n Ethnic groups: Mestizo 60%, Indigenous 29%, Caucasian 9% n Religions: Roman Catholic 89%, other 11% n Literacy: 85% females, 90% males n Land: 755,985 miles 2 n Government: Federal system Ignacio J. Vázquez

5. Mexico n The 19th century in Mexico was marked by political unrest, the 20th century by economic progress, and in the 21st century Mexico may come into its promise and potential. Ignacio J. Vázquez One fourth the size of the U.S., Mexico has a topography that features desert, tropical, mountainous and temperate regions.

6. Mexico n The stage of getting to know one another is crucial as a foundation for business, because Mexicans will do business with people for “who they are” and not whom they represent. n Mexican culture is dominated by courtesy, dignity, tact, and diplomacy. Protocol is important and social competence is as critical as technical competence. Ignacio J. Vázquez Mexicans are a relaxed, hospitable, and warm people who may relate more to their Indian than Spanish heritage.

7. Central America’s States n If there ever was a need and case for synergy, it is in these Central American states. Only by collaboration, can this block of countries overcome their chronic poverty, illiteracy, violence. Ignacio J. Vázquez

8. South America’s cultural development n Centered between the Atlantic and Pacific oceans, South America has been a multicultural cauldron for mixing Asian, East Indian, as well as European and African cultures in a curious synergy. These countries also share another factor—a Roman Catholic cultural tradition that not only pervades their history, but ways of life and thinking. Ignacio J. Vázquez Four hundred years of authoritarian Christianity may be overturned in a single generation, and Latin American peoples will never be the same again!

9. Latin American cultural themes n Generalizations regarding Latin America are dangerous. Many of the countries differ greatly in socio-economic status, educational levels, governance, and composition of the population. Ignacio J. Vázquez The pace in Latin America is traditionally slow especially when negotiations are under war. Decisions are made at the top.

10. Latin American cultural themes n The word familia, connotes much more to a Latin American than the American sense of family. In cross-cultural negotiations, the seemingly trivial aspects may lead to an accumulation of misunderstandings that have profound impact upon the relationship. Ignacio J. Vázquez In Latin America, the work one does is directly related to the social class one is in. Latin Americans are by and large stratified societies.

11. Challenges for Pan American cooperation n To improve the quality of life for all the hemisphere’s inhabitants, effective and ecologically controlled use of resources on these twin continents is a major management challenge. Ignacio J. Vázquez Underlying all of Latin America’s difficulties is the need for integral development in the areas of education, health care, and opportunities for self- development