Negotiating International Business - Mexico Essay examples

4532 Words Feb 17th, 2015 19 Pages
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 cul- tures, 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
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This can be a time-consuming process and may require several trips to strengthen the bonds. Mexicans tend to distrust people who appear unwilling to spend the time or whose motives for relationship building are unclear.
Once you have established a working relationship, the Mexicans may still prefer to keep the initial engagement small and low-risk. They view this as an opportunity for you to prove yourself. Larger- scale business engagements require time to build.
Business relationships in this country exist between people, not necessarily between companies. Even when you have won your local business partners’ friendship and trust, they will not neces- sarily trust others from your company. That makes it very important to keep company interfaces unchanged. Changing a key contact may require the relationship building process to start over.
Families play a dominant role in Mexican society and business life. Many companies are family- owned or controlled. Mexican families can be large and may extend into powerful networks that not only include extended family but also friends, business partners, and others. Becoming integrated into such networks through personal relationships is vital to doing business in the country. Whom you know may determine whether people want to get to know you. Similarly, whether people think you are worth knowing and trusting often weighs much more strongly than how competent you are or what proposals you may have to make. Personal

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