The case of Ray Cisneros highlights that cultural divide between U.S. and Argentina is the main cause of underlying conflict. Despite being Hispanic, he seems to have imbibed American norms, etiquettes and practices quite well, and it is overtly reflected in his approach towards work. He wants to have a business meeting on the very first day of his arrival. By contrast, Argentinean executives exhibited the due reluctance to meet the same day and emphasized on just exchanging pleasantries. Even after the meeting was held the same day because of Ray's insistence, they did not show any sincere approach to negotiate from the business perspective.
Cultural Differences Between American and Hispanics( Argentina, Mexico)
The scenario well reflects the cultural differences between U.S. and Argentina(Hispanic Culture). Hispanic people do not follow a strict sense of time like American business entrepreneurs. At times, they tend to cancel meetings that slow down the pace of negotiations in these countries. Researchers have stated that Argentines prefer to develop personal relations before clinching business deals. Hispanic countries including Mexico, Argentina and others are driven by relationship and this also holds good for their business negotiations. They prefer to negotiate and build business ties with the people whom they trust. They want to know a person better before throwing the loyalty, irrespective of the company image. Americans, by contrast, try to move things quickly and may get embarrassed if they feel their time is wasted on unnecessary issues. Geert Hofstede, an eminent research in the field of cultural dimensions, noted that countries in Latin America follow formalities and social courtesies at a higher degree than America. These may be some primary reasons that executives in Argentina suggested Ray to have the meeting two days later and did not exchange sound business ideas in the very first meeting, the main cause of embarrassment for him.
Acculturation and Enculturation
The writer has referred to relevant studies and argued that it is logical to call Ray as acculturated in American norms in the sense of integration, rather than separation, marginalization, or assimilation. He has adopted American business etiquettes and other behavioral aspects holding some of his original Hispanic traits at the same time. He is Fluent in Spanish but prefers to get on to the business deals without wasting time. The case reveals a significant level of acculturation in Ray that cropped up behavioral conflict with Argentinean executives. He was selected to make a presentation in Argentina because of Hispanic background but his adaptation to American culture created problems in clinching the business deal.
Causes of Conflict and Ways to Handle Cultural Issues
Thus, the main cause of conflict was the different work culture followed by two nations, U.S. and Argentina and Ray's incompetency to handle that difference. Rather than focusing on getting on the business directly, he should have seen the issue from a broader perspective. Being a Hispanic by origin, he should have considered work culture differences between nations and tried out to find a common thread. His Hispanic origin was primary reason of his selection as a company representative in Argentina but he failed, to an extent, to optimize the opportunity.
The best way to address this conflict is to adopt an international approach to business rather than sticking on the American model. Ray, considering the Argentinean way of negotiations, should exhibit required level of patience to build a rapport with executives, one of the fundamentals to have strong business ties in Argentina.
In future negotiations also that involve cultural diversity, the writer advocates that Ray and his company is likely to perform better by recognizing and embracing cultural differences. The management of the organization can create a diversity committee to deal with communication, language, and other issues related to the difference in cultures of different nations. The committee can organize training sessions for employees who represent the company in a nation of different cultural practices.
Conclusion and Moral of the Story
Succinctly put, recognizing the difference and adopting the neutrality is one of the best approaches to deal with such issues. The case of Ray depicts the problems a narrow cultural approach can create in business deals. The need is to be an international student rather than a culture staunch, especially when business needs to be done in culturally diverse nations.
Works Cited
Hofstede, Geert. Exploring Cultures: Exercises, Stories and Synthetic Cultures. 2002.
Nouzeilles, Gabriela and Graciela Montaldo. The Argentina Reader: History, Culture, Politics. Duke University Press, 2009.
Reichman, Jill S. Immigration, Acculturation, and Health: The Mexican Diaspora. LFB Scholarly Publishing, 2006.
Steele, Christy. Hispanic Culture. Rourke Publishing Group, 2006.
