Abstract

Most subsidiaries of multinational organizations in developing countries are managed like modern-day saladeros, beef-jerking companies where, in the process of salting beef, workers salted themselves out of life. In Gaucho Dialogues on Leadership and Management Alfredo Behrens illustrates the Latin American organizational how-to through a dialogue attributed to two iconic literary characters, Martín Fierro and Don Segundo Sombra. Fierro—passionate, nonpragmatic, xenophobic—and Sombra—with a more nuanced affection toward old ways—comment on the militia-led insurrections from Argentina and Uruguay through Brazil, Venezuela, Central America and Mexico, and draw lessons about leadership, strategy and people management in Latin America and the United States. While the book’s argument covers the ethos prevailing in the Americas, Behrens believes it may be relevant elsewhere among similar societies where people prefer to act as members of clans than as autonomous individuals. If so, the book’s argument may be relevant for the vast majority of humankind at work.

“In this book, Alfredo Baehrens offers us a stimulating and original reading of Latin American management styles based on the analysis of Latin American idiosyncrasies. By placing managerial phenomena in their historical, economic and social context, it shows in a fluid and attractive style how the social science approach is relevant to understanding organizational phenomena and management styles. Behrens reminds us that in the age of globalization, it is wise to approach managerial practices and phenomena by taking care of the specific contexts that determine them and in which they unfold.”
—Florence Pinot de Villechenon, ESCP Europe—CERALE, Paris

“Highly engaging, exciting and thought provoking […] The distilled wisdom derived from the study of great heroes of South America has many pertinent lessons for corporate leaders.”
—P. Singh, Professor of Eminence, MDI-Gurgaon, India

“Alfredo Behrens has written a most engaging book, applying an imaginative, literary approach to debunk the idea that there is a unique form of management suitable for all cultures. His focus is on Latin America but his provocative conclusions have relevance for other cultures and contexts.”
—Simon Commander, Altura Partners, London and IE Business School, Madrid

Saladeros were the 17th–19th–century Pampa beef industry businesses where the beef was sun-dried or “jerked.” Alfredo Behrens suggests that in such lifeless routine work there was little glory to be found, at least as capable of enthusing workers to perform to their highest potential. The trouble, Behrens argues in “Gaucho Dialogues on Leadership and Management,” is that most subsidiaries in developing countries are managed as modern saladeros. Latin Americans are brought up in the medieval Catholic tradition of detachment from worldly material gain. Profit is disdained, largesse and martyrdom are praised.

Behrens illustrates the Latin American organizational how-to through a dialogue attributed to two famed nineteenth-century iconic literary characters, Martín Fierro and Don Segundo Sombra. Fierro is construed to espouse the passionate, nonpragmatic, xenophobic attitude popular among many Latin American leaders of the twentieth century. Sombra, on the other hand, espouses a more nuanced affection toward old ways, suggesting that they may be responsible for some of the economic and technological backwardness of Latin Americans. “Gaucho Dialogues on Leadership and Management” carries the reader through militia-led insurrections from Argentina and Uruguay through Brazil, Venezuela, Central America, and Mexico. Fierro and Sombra comment on the insurrections and draw lessons about leadership, strategy and people management in Latin America. While the book’s argument covers the ethos prevailing in the Americas, both North and South, Behrens believes it may be relevant elsewhere among similar societies where people prefer to act as members of clans than as autonomous individuals. If so, the book’s argument may be relevant for the vast majority of humankind at work.

“Professor Behrens has collected a series of excellent lessons from Latin American leaders and presented them in an engaging dialogue style. The insights he develops will be applicable to those interested in leadership across the globe.”
—James Clawson, Johnson & Higgins Professor of Business Administration Emeritus, The Darden School, University of Virginia, USA

Alfredo Behrens holds a PhD from the University of Cambridge. He writes and speaks on leadership and management in cross-cultural settings. He also lectures at top business schools and has addressed large management meetings in four continents.

“Gaucho Dialogues on Leadership and Management […] is fascinating and innovative, a refreshing take on leadership that will be relevant across the globe.”
—Suzy Welch, Former Editor-in-Chief, Harvard Business Review; Coauthor, Winning

“Gaucho Dialogues on Leadership and Management is a remarkable book that shows the influence of culture in shaping people´s attitudes to leadership and ethics in management.”
—Consuelo Adelaida García de la Torre, Professor, Department of Management, EGADE Business School Monterrey, Mexico

“Gaucho Dialogues on Leadership and Management offers leadership learning from two icons of Argentine culture: Martin Fierro and Don Segundo Sombra. […] Original and […] solidly grounded in leadership literature.”
—Federico Ast, Editor, MATERIABIZ