IMPORTANT ASPECTS TO NEGOTIATION WITH MEXICAN’S
Important aspects to negotiation with Mexican’s
Laura Nathalia Mantilla Jerez
Universidad Pontificia Bolivariana
IMPORTANT ASPECTS TO NEGOTIATION WITH MEXICAN’S
1. Research question.
What are the most important aspects to do business with Mexicans?
2. Objectives.
2.1 General objectives.
To describe what are the main aspects that a negotiator should know about Mexican culture
in the moment to do a negotiation.
2.2
2.2.1
Specifies objectives.
To indicate the most important aspects in Greetings, Conversation and
Sensitivities in the moment to do a negotiation.
2.2.2
To illustrate the Key Negotiating Pointers with Mexican’s in the moment to do a
negotiation.
2.2.3
To mention aspects like business entertainment guidelines, table manners and
food that can be influence in the moment of the negotiation.
3. Justification.
In order to understand the influence of culture on negotiations and decision making, we can
use cross-cultural, studies and different nations’ cultural strengths and weaknesses to
anticipate an opposing nation’s possible behaviors in the negotiation process, and to
understand the cultural factors that may influence their decision making. Although this kind
of research will be limited in Mexico, it still has great value in terms of helping us understand
negotiations with this country since it discusses the different values, attitudes, and main
points that can help you as a negotiator in the moment in which you want to do negotiation,
IMPORTANT ASPECTS TO NEGOTIATION WITH MEXICAN’S
each culture has its own standards, and one behavior that has a certain meaning in a certain
culture could be interpreted differently in another.
If you are a negotiator its vitality to how everything about the culture where you are
going to do some business so first at all Latin America generally refers to Mexico, Central
and South America, and the Spanish-speaking Caribbean. In this case we are going to talk
about how it’s important that you as a negotiator know how you can flow in the business with
Mexican’s, so although Mexico is geographically part of North America, culturally it is
usually considered part of Latin America. Business practices differ in the many different
cultures collectively referred to as Latin. The area of international business requires
executives and functionaries with leading competences. Among them is the mastering of
communication and negotiation processes. Under these requirements, negotiators of different
cultures have characteristics which make them outstand among so this clear example for the
one that you have to know the Mexican culture and that it will help you.
In the case of Mexicans, they tend to be similar to their Latin American colleagues since their
negotiation philosophy is that of bargaining and the perception of the other party is based on
friendship and trust. Protocol, handling of emotions and meeting commitments are aspects
which differentiate the national negotiation process. With the definition of the Mexican
negotiation characteristics we want to visualize the Mexican style of doing business and the
cultural elements that must be taken into account by those who pretend to develop more
effective negotiations with the Mexican colleagues. Trust plays a significant role in business
IMPORTANT ASPECTS TO NEGOTIATION WITH MEXICAN’S
peoples’ choices of negotiating tactics. This study explains the use of generally accepted
negotiating tactics with dubious ones.
Findings from a sample of Mexican business people indicate that the type of
negotiation (intra‐cultural vs. cross‐cultural) is predictive of the level of trust that a negotiator
will place in an opponent and of the likelihood of using various negotiation tactics. This
investigation is a guide on how to achieve a good negotiation through cultural knowledge, so
cultural differences also often determine negotiators’ willingness to take on risks. Culture
has a deep influence on the formation of negotiations and agreements. “Agreement” does not
necessary mean the same thing in different cultures; whether it is verbal or non-verbal
expression, cultures influence communicative behaviors.
4. Theorical framework.
4.1 Aspects in Greetings, Conversation and Sensitivities in the moment to do a
negotiation.
4.1.1
Sensitivities in the moment to do a negotiation.
4.1.2
Greetings that can be used in the moment to negotiate.
4.1.3
Conversations to take into account when to negotiating.
4.2 Key Negotiating Pointers with Mexican’s in the moment to do a negotiation.
4.2.1
Key Negotiating Pointers.
4.2.2
Details that can help in negotiating.
4.2.3
Aspects you cannot forget in negotiations with Mexican’s.
IMPORTANT ASPECTS TO NEGOTIATION WITH MEXICAN’S
4.3 Aspects like business entertainment guidelines, table manners and food that can be
influence in the moment of the negotiation.
4.3.1
Important information to remember.
4.3.2
Details that matter at the time of table manners.
4.3.3
Things you need to know about food.
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