In my last post, I wrote about the effect of Oriental Culture on negotiation with the western culture and what westerners should be aware of. Today, let us look at how Latin American culture influences its negotiation process.
Latin America is composed of countries located in the Southern and Central America. Someone doing business or going into negotiation with a Latino person should be aware that he or she needs a reference or referee who is known by the Latino. The door opens to you through this referee. Generally, they do not trust people they do not know. So, having a good referee is more important than a written contract.
Another observation is with respect to pricing. Prices are not generally given freely through the phone. Prices are given to you only when they see you in person and are sure you are going to buy the product or service.
So, do not ignore these cultural differences while negotiating with someone from Latin America.
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