Negotiating International Business - Mexico

Negotiating International Business - Mexico

This section is an excerpt from the book “Negotiating International Business - The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Katz. It has been updated with inputs from readers and others, most recently in March 2008.

While some businesspeople and officials in Mexico may have only limited exposure to other cultures, many are reasonably familiar with and prepared for doing business internationally. However, that does not always mean that they will be open-minded. When negotiating business here, realize that people may expect things to be done ‘their way,’ in which case you should strive to understand, and occasionally emulate, their behavior in order to gain the acceptance of your Mexican counterparts. Though the country’s culture is quite homogeneous overall, business cultures differ somewhat between the North and the South. People in the North tend to be more business-focused and often have a high sense of urgency. This may be more relaxed in Southern Mexico, where the stereotypical mañana attitude of conducting business at a leisurely pace can still be found.

Relationships and Respect

Mexico’s culture is generally group-oriented. Asserting individual preferences may be seen as less important than having a sense of belonging to a group, conforming to its norms, and maintaining harmony among its members. Building lasting and trusting personal relationships is therefore very important to most Mexicans, who often find it essential to establish strong bonds prior to closing any deals. People in this country prefer to do business with those they know, like, and trust. If they initially seem suspicious and non-committal, you may be able to overcome this with consistent friendliness and goodwill. Establishing productive business cooperation requires a long-term perspective and commitment. Proceed with serious business discussions only after your counterparts have become very comfortable with...