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Doing Business in Mexico - 2

Part 2 - Culture & Business Etiquette

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Transcript of Doing Business in Mexico - 2

Doing Business in Mexico
Part 2 - Mexico - Culture & Business Etiquette
for International Negotiations

by Krisztina Lengyel, M.P.A.
2018


TYPICAL CARACTERISCTICS OF MEXICAN PEOPLE

3,141 km border with the US!

MEXICAN
BUSINESS CUSTOMS
http://www.mexconnect.com/pages/map
Key
Recommendations
in Business
Social Taboos
Important Caracteristics for Business
http://www.inegi.org.mx/est/contenidos/proyectos/estadistica/default.aspx
Doing Business in Mexico
Part 2
Culture & Business Etiquette
1) About Culture - definition
2) Caracteristics of the Mexican People
2) When in Rome....Social Internactions
3) Cross-Cultural Studies 1 - Hofstede 6 Dimensions
4) Cross-Cultural Studies 2 - E. Meyer´s 8 Dimension
5) Business Interactions
6)

Taboo Topics
7) Group task ( look up.... )
Business Hours
: from
9-2pm, 4-6pm
(l
unch break: 2-4pm
)
If you give your cell phone number .... people will call you (even at night)
Happy Hour ???
- careful, but usually OK
Dinners
- can be formal, check dressing code!
If you are
invited,
the host pays usually, if
you invite
, you are expected to pay
TIPPING:
10%
I
nvited to a house?
-
bring something!
and
don´t arrive on time
(15-30 min.)
Thank you!
1)
proud
of their cultural legacy
2)
healthy nationalism
3) strong
regional

identity
4) strong family values
5)

fiesta, fiesta, fiesta
6) anti-yankee sentiment (
"gringo"
)
7)
"Malinchismo"
8) kind, polite, curious, servicial, helping, optimistic
9) gentle, humble, under-estimating, shy
10)
not straightforward
(<-overly kind)
11) bias towards whiter skin ("
güeros
")
(complex relationship with the US)
the Mexican Woman (submissive??)
the Mexican Man (machismo ?!)
"fresa"
(food, music, history, clothing, arts & crafts)
clichés
1) Sense of Time (loose!)
2)
Timing
of Meals
3) Tolerance of Ambiguity
4) Personal Space ->
"touching culture"
5) Respect for Authority/Superior
6) Importance of Hierachy
7)
Formal
& Traditional Society (titles!)
7) Personal Network ->
TRUST
8) "Claro que sí!" -
can´t say NO

Lic., Arq. Dr., Ing.....
El Jefe/ La Jefa
When in Rome....
Breakfast: 8-11am
Lunch: 2-4pm
Dinner: 8-10pm
(La Malinche)
prehispanic vs. colonial
1)
Confirm
appointment
2) Establish
personal rapport
3)
Formal
wear, behaviour, language
4) Give time to develop
TRUST
5)
Eye contact
(not too much)
6) Whatever the
Boss
says....
7)
Woman
leaves -men stand up
8) Paternalistic relationships at work
("
patrón
")
9)
Gift & Favors
- careful!
(-> reciprocity!)
10) Gentlemen´s agreement - but:
DO sign!
Handshake -OK
Ladies
- Kiss on the cheek (only friends)
Guys:
shoulderpadding, handshake, hug
Informal context
:
"Sobremesa"
Business breafast, lunch
MINGLE

"ahorita - mañana" !?
¡Mande!
"
mi casa es su casa!"
talk about
religion
money
sex
avoid:
politics

gay issues
nudity (shy society)
drug-related violence
criticising local
food
criticising local
customs
US-Mexico
relationship
migration-issues
Careful with:
1)
Semana Santa
(Easter holidays, 1-2 weeks)
2) Christmas (1-3 weeks)
- from
Dec 15 to Jan 6
, business is
SLOW!
3) 15-16 of September -
Independence Day
4) July-August can be
slow
(school holidays)
Office dynamics:
set

clear rules!
collective sense
is strong - a cake for birthsdays
people talk!
Rythm of Business -
strong seasonality
Downtimes:
word of month
(business revolves around payment days)
La Quincena
"Poor Mexico, so far from God, so close to the US!"
9) Avoid Losing Face
10) Sense of Humor (
"bromista"
)
OK to talk:
soccer
culture
food
drink
nature
history
region
Don´t:
2) CULTURAL MAP
Other Dimensions of Culture
1) CONTEXT - high vs. low context cultures
2) TRUST - relationship vs. task based
3) LEADERSHIP & DECISION MAKING
4) TIME

(peach vs. coconut cultures)
monochromic vs. polichromic
linear, punctual
flexible, improvised, fluid
- hiarchical vs. egalitarian
- top down or consensual
5) DISAGREEING
Origins
Culture & Business Etiquette
Caracteristics of Culture - What is Culture?

http://geert-hofstede.com/mexico.html
Cross-Cultural
Comparisons
1) The Hofstede Dismensions - by Geert Hofstede
IBM, 1960s
The Lewis Model
http://www.crossculture.com/services/cross-culture/
(developed by Richard Lewis)
Bibliography & Useful Links
World Bank Data: http://data.worldbank.org/country/mexico
Index Mundi: http://www.indexmundi.com/mexico/natural_resources.html
http://www.nationsencyclopedia.com/economies/Americas/Mexico-AGRICULTURE.html
HOFSTEDE STUDY: http://geert-hofstede.com/mexico.html
http://simplifiedtradesolutions.com/cultural-differences-and-international-trade/
The Lewis Model: http://www.crossculture.com/services/cross-culture/
Doing Business Ranking: http://www.doingbusiness.org/data/exploreeconomies/mexico
Banco de México: http://www.banxico.org.mx/
Lewis, Richard D.: When Cultures Collide - Leading Across Cultures / Richard D. Lewis. - 3rd ed. 2014.
Meyer, Erin: The Culture Map - Decoding How People Think, Lead, and Get Things Done Across Cultures. 2014, 2015.
http://www.businessinsider.com/the-culture-map-8-scales-for-work-2015-1
http://globeproject.com/results/countries/USA?menu=country
https://culturalq.com
http://www2.thtconsulting.com/tools/#culturecompass
Trompenaars Cultural Dimensions - retrieved from: https://www.toolshero.com/communication-skills/trompenaars-cultural-dimensions/
Leadership Styles Around the World, retrieved from Business Insider, 2014: http://www.businessinsider.com/leadership-styles-around-the-world-2013-12
Negotiating Styles Around the World, retrieved from Business Insider, 2016: http://www.businessinsider.com/how-to-negotiate-around-the-world-2016-8#americans-lay-their-cards-on-the-table-and-resolve-disagreements-quickly-with-one-or-both-sides-making-concessions-1
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