Negotiation & Follow Up

Make sure that you send people, of the appropriate level of seniority to deal with Mexican colleagues

Be aware that Mexican businesspeople are often well-informed about their counterparts

Before even considering negotiations, you must understand the detail of the proposed venture and have established that you have the authority to act

When the final decision is made, ensure that it is followed by a written agreement

Do not insult people by sending, very junior colleagues to work with older, more senior Mexican managers

Key decisions are made by a small number of individuals at the top of the hierarchy

Mexicans prefer to do business only with people whom they “know”

The road to knowing a person in Mexico is long

Mexicans are often willing to embrace innovative ideas and concepts. You may notice, however, very minor change in their opinions

Subjective feelings tend to be the basis of truth in Mexican business culture

Negotiations are usually lengthy

A “no” is often disguised in responses such as “maybe” or “We’ll see.”

You should use the indirect approach in your dealings. Otherwise, your Mexican counterparts may perceive you as being rude and pushy

Families play a dominant role in Mexican society

You will find  that many Mexican companies are family-owned or controlled

You’ll find that Mexican business culture has a warm, friendly atmosphere, with a slower pace


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