Two Studie on Inter-American Understanding

Inter-American Understanding

TWO CORE STUDIES


Whether you are involved in business, diplomatic, professional, or personal contact with Latin Americans, two studies written by Dr. Naughton are essential reading for achieving success in inter-American understanding and cooperation. Both are packed with information, insights and practical advice, and were recently updated:

Working Successfully With Latin Americans

By William A. Naughton, Ph.D.
Copyright © 2003
140 pages
  • PART I: Basic Guidelines (Chapters 1-6)
  • PART II: Latin American Perspectives, Values and Styles (Chapters 7-16)
  • PART III: Clashing North American Values and Styles (Chapters 17-31)

Among subjects covered:
  • Understanding Latin American perspectives, values and customs
  • Helping Latin Americans understand your perspectives, values and customs
  • Creating best first impressions
  • Handling initial visits and meetings
  • Achieving and nurturing successful relations
  • Neutralizing or minimizing conflicting needs and interests
  • Avoiding or minimizing cultural conflict
  • Dealing with differing world views and modes of thinking
  • Understanding North American styles which clash with Latino values
  • Handling conflicting work environments and customs
  • Dealing with differing U.S.-Latin American management styles
  • Correctly interpreting nonverbal communications
  • Handling contrasting legal systems
  • Resolving disputes and conflicts
  • Dealing with differences in the role of women

Negotiating Successfully With Latin Americans

By William A. Naughton, Ph.D.
Copyright © 2003
140 pages
  • PART I: Basic Guidelines (Chapters 1-2)
  • PART II: Preparations for Negotiations (Chapters 3-7)
  • PART III: Negotiating Dynamics (Chapters 8-14)

Among subjects covered:

  • Qualities of a successful negotiating team
  • Developing trust and confidence
  • Building on shared needs, interests and values
  • Managing divergent needs, interests and values
  • Handling preliminary meetings and the first formal session
  • Working with differing negotiating styles and techniques:
    • Dealing successfully with Latin American negotiating styles
    • Understanding which North American negotiating styles clash with Latino values
  • Handling conflicts which will inevitably arise
  • Handling no-win situations
  • Concluding the negotiations successfully
  • Ensuring post-negotiation success

For more information about these studies, please phone, fax, or send an e-mail to Dr. Naughton at WmNaughton@netscape.net.
Usted también puede enviar sus preguntas y comentarios en español o en portugués.

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William A. Naughton, Ph.D.
7804 Carrleigh Parkway, Springfield, VA 22152-1309
Phone/Fax: (703) 451-4856
E-mail: WmNaughton@netscape.net