Kursinhalt

(2 SWS) Deutschland ist ein Exportland. Somit sind Fähigkeiten und Kenntnisse deutscher Geschäftsleute und Juristen über Verhandlungsgepflogenheiten in ihren Partnerländern im wahrsten Sinne Geld wert. Die Veranstaltung von Prof. Dr. Torre vermittelt Kenntnisse über die Verhandlungskulturen in den latein- und südamerikanischen Ländern. Hierbei werden Besonderheiten bei den Vertragsverhandlungen sowie in der späteren Abfassung von Verträgen berücksichtigt.  

Principal aim of the course: Emphasizing the importance of cultural aspects of Latin Americans when conducting business. Comparing with European culture businesses and highlighting differences. All this within the scenario of a proposed import or export project and drawing attention to the importance of negotiation in a globalized world.  

1.       Course Presentation.
2.       Activity N° 1/ How I do a commercial export or import project?
3.       Steps that should be developed in a project to export or import.  

Course Structure

First Block: Doing business with Latin America  

1. Doing business with Latin America.
1.1.   What is negotiation?
1.2.   When do you do a negotiation? And which are the positions in the negotiations.
1.3.   Negotiation Zone.
1.4.   Types of negotiation.
1.5.   Indispensable elements in the negotiations.
1.6.   Elements of a negotiation.
1.7.   Characteristics of a good negotiator.
1.8.   Stages of a negotiation.
1.9.   INCOTERMS.
1.10. Successful negotiation.
1.11. Errors in a negotiation.
1.12. Strategy.
1.13. End of negotiations
1.14. How to negotiate in a multicultural environment.             

2. Habits in the negotiation processes in Latin America.
2.1. Doing Business with Argentina.
2.2. Doing Business with Brazil.
2.3. Doing Business with Chile.
2.4. Doing Business in Costa Rica.
2.5. Doing business with Venezuela.
2.6. Doing Business with Mexico.    

3. Case studies
3.1. Reading. Doing Business in Mexico.
3.2. Case. A bad investment.
3.3. Case. Coffee Business. This will be the way to evaluate the course. The students will have to solve this case.  

Second Block:  Legal aspects of business contracts  
1. Business Contracts. Types and clauses. Commercial Arbitration.
2. Globalization in business
3. Legal aspects of the Free Trade Agreements (FTAs) (1ST. Part).
4. Legal aspects of the Free Trade Agreements (FTAs) (2ND.Part).
5. Impact on trade of health contingencies. Special case: Influenza in Mexico.

Third block: Analysis of the main commercial agreements
1. Main commercial Unions in Latin America. (NAFTA, MERCOSUR, CAFTA, ALADI, ALCA,). (1ST.Part).
2. Main commercial Unions in Latin America. (NAFTA, MERCOSUR, CAFTA, ALADI, ALCA,). (2ND.Part).
3. Commercial Agreements between UE and Latin America.
4. Commercial relations between UE and MERCOSUR
5. Commercial relations between UE and Mexico
6. What is the BRICH?  

Prof. Dr. Vicente Torre Delgadillo, San Luis Potosí, Mexiko