Personal Relationships  Once again, the conventional wisdom relies on the stereotype that business deals are only closed between friends. While you should probably develop the ability to share friendly banter with your customers in Mexico don't feel the need to "suck up." What there does have to be is trust. Too many foreigners come in demanding meetings and consideration, promising the world and in the end not getting anywhere. Nothing irritates a Mexican more than going through the steps and having the person they're dealing with not make a decision. This is especially onerous because of the fact that Mexicans can be generous, and they often spend money on their business contacts.
Business meals are the time to get to know each other. Conversation may wander through many different topics, while the actual topic at hand is sometimes reached over coffee (or cognac, depending on who you're dealing with). From business breakfasts and business lunches people usually move on to an after-hour business outing, where drinking is involved, or are invited for dinner in a family setting. Breakfast meetings are very recommendable, in that they are much more to-the-point. Greetings in Society In Mexico it's a common practice for people of the opposite sex to greet one another with a kiss on the cheek, especially if they already know each other, but also upon first meeting. Among men, a handshake suffices. A simultaneous bear hug is common between close male friends. When it comes to business, the proper practice is a handshake, regardless of gender. A kiss or a hug can be acceptable among business associates who have developed a personal relationship. Status Mexicans are very status conscious. They care about what you wear, what car you drive. Professional titles are also very important. It is customary to address your business partner as licenciado, which is the equivalent of a bachelors' degree. Do this even if you know that your business partner is not a licenciado. Ingeniero (engineer) and doctor (either medical doctor or PhD) are also quite common. TimeIn Mexico, time is not money. Mexicans may take their time to reach a decision. Nepotism is a common practice in business circles. Not only may the son of the owner work for the company (indeed, as is often the case in the USA) but many relatives of the CEO and higher-level managers may do so as well. Bureaucracy is big in Mexico. Always take with you to meetings copies of the most relevant files and legal documents that may be required during the transaction. It is also very important to take your original passport or photocopies as proof of identification when you're closing a deal. Using the Telephone and Fax The telephone is a useful tool to set up appointments and ask some general inquiries, but deals are never closed over the phone. The telephone is considered an informal means of communication. It is also the method used to make sure you are not stood up: confirm all meetings the day of the meeting (or the afternoon before, if it's for breakfast the next day). Cellular phones are pervasive in Mexico. Fax machines are also very common. Faxes are preferred to phone calls when with dealing important issues. Remember that a spoken commitment in Mexican business culture is never binding. Practically all professionals in the service industries have email. In most cases when phoning a Mexican businessperson, you will have to go through one, two or three secretaries before reaching the desired person. These secretaries may not speak English, so have a short sentence in Spanish prepared, asking for the specific person. Information and Sources Newspapers and Magazines Reforma http://www.reforma.com/ El Universal http://www.eluniversal.com.mx/noticias.html El Financiero http://www.elfinanciero.com.mx/ElFinanciero/Portal/ La Jornada http://www.jornada.unam.mx/2007/10/24/index.php Expansión (magazine) http://www.expansion.com/ The News (in English) http://thenews.com.mx
Diario Oficial The Diario Oficial is a government newspaper edited daily, containing information about new federal laws. It is your duty to keep abreast of the latest legislation. It is possible to buy specialized selections of it according to your line of business. It can be purchased and subscribed to on-line. Return to top |
