| |
10 Things Every Expat to Mexico Should Know
by Gary Wederspahn
Doing business in Mexico? An understanding of how negotiation
and communication styles differ between the US and our neighbors
south of the border will greatly improve your company’s chances
for success.
With the passage of NAFTA, there has been a dramatic
increase in cross-border business between the United States and
Mexico. One major pitfall facing US executives dealing with Mexican
partners is the difference in negotiating styles. The expectations
and cultural values that determine negotiation strategies and
tactics on both sides may undermine even the most sincere and
well-intentioned efforts to reach an agreement. Here are some tips
newcomers to US – Mexican business will find useful:
1. Never underestimate the importance of the
warm-up period
Too often, Americans assume negotiations begin when they
sit down to discuss business. Mexicans, however, have a warm-up
period that impacts how negotiations will go and what will be
their outcome.
For Mexicans to enjoy doing business with another person,
that person must be considered simpatico (having a warm, likable
personality). Yet, US business people are often perceived as
antipatico (having an impersonal, aloof personality). Mexicans use
the warm-up period to determine whether their counterparts are
simpatico or antipatico. Their need to feel comfortable during
negotiations comes from a cultural emphasis on the importance
of relationship.
read on
|
|