|
|
Doing Business in Mexico Some Cultural Tidbits
Guidelines for Business Dress back to top
Dark, conservative suits and ties are the norm for most men in Mexican business culture. Lower level employees may tend to dress a bit more casually. Standard office attire for women includes dresses, skirted suits, or skirts and blouses. Femininity is strongly encouraged in women s dress, so hosiery and heels are typically worn. The rainy season in Mexico City is typically from May to November. The men do not favor raincoats, but umbrellas are popular. Security may be a problem, so it is encouraged that visitors leave valuable jewelry and watches at home.
Casual wear for men includes pants and a light shirt with a sweater for the evenings, and women can wear a skirt of a nice pair of pants. Jeans are acceptable if they are in good condition; shorts are not, and neither are tennis shoes, for a business setting.
In Monterrey and Guadalajara, the atmosphere is a bit more relaxed. Many times, a collared shirt with pants is enough, but tennis shoes and shorts are still not appropriate. The locals do not even wear such attire for picnics and outings of that nature. The best attire for a social gathering away from the workplace is a polo shirt, a sweater and slacks.
Conversation Topics back to top
As visitors to their country, it is polite and respectful to show an enthusiasm about Mexican culture, institutions, history, etc. It is recommended to allow time for a little bit of sightseeing before you begin working, both to acclimate yourself to the culture, and to have some interesting things to begin a conversation.
Mexicans are often curious about comparing the relative prices of items sold in Mexico and other countries. Do not be surprised if something along these lines comes up. Also, Mexicans will often avoid saying No directly. The United States way of getting down to business and taking a direct position may be perceived as rude and pushy.
Some welcome topics of conversation are scenery and landmarks, history and culture, sports (especially futbol AKA soccer), and the weather. One should generally try to avoid bringing up religion, politics, the Mexican-American war, illegal aliens and comparing Mexico unfavorably to the United States. A certain level of common sense should be observed, and with it comes respect.
Addressing People: When to Use Which Titles back to top
First names are reserved for family and closer acquaintances. Follow Mexican business etiquette and wait to be invited to use first names. Professional titles are extremely important (doctor, professor, etc.); always address people by their titles if they have them. During initial meetings, use a professional title (ex: ingeniero meaning engineer) followed by a surname, and you may be invited to use the title without the surname after developing a closer relationship with the person. Anyone without a professional title should be addressed with a courtesy title, such as Mr. or Mrs. followed by a surname, if you know it. If you do not know the surname, simply use the courtesy title. Mr. = Se or, Mrs. = Se ora, and Miss = Se orita.
Gift giving is not usually a requirement in Mexican business culture, nor is it an obligation when invited into someone s home. If you wish to give a gift, it is considered a gesture of good will. When selecting a gift, do not ask what the person wants to receive, as that can be considered offensive. When invited to a person s home for dinner, an appropriate reciprocal gift is an invitation out for a meal.
If you do decide to give a gift, candy, flowers or a souvenir from your home are appreciated. An illustrated book about your home town is often a good gift, as well as a good topic for conversation. According to Mexican folklore, yellow flowers symbolize death, red flowers cast spells, and white flowers lift spells. Ask the local florist for suggestions in this area. Appreciated gifts are items with your company logo, or a bottle of wine or scotch; expensive gifts are rarely appropriate unless a close friendship is developed.
If you visit a home, it is thought of as a good gesture to bring a small souvenir from your hometown for any children. Some ideas are toys associated with the USA, sports caps or shirts, or appropriate computer related software.
As a general rule, do not bring silver as a gift. Mexicans are proud of their silver, which is among the purest in the world.
Making Appointments back to top
Mexicans place considerable reliance on personally relationships, rather than the business contacts we are used to dealing with in the United States. It is important to secure a good relationship with the businessperson you will be working with, as this can help the success of your project. This includes credible personal introductions to appropriate Mexicans in the organization where the United States businessperson wants to do business. Few activities are more crucial for the North American businessperson.
Business hours in the cities are typically from 9:00 am to 6:00 pm. Government offices tend to be open much later, some even until 9:00 pm. Lunch is often a key business venue that extends from about 1:30 pm to 3:00 pm, and many meetings will be scheduled around meals. Allow your Mexican counterpart to select the time for meetings, leaving meals as an option. Senior government officials can begin lunch as late as 4:00. Weekends are reserved for family, and work seldom takes place.
Many Mexican businesses consider appointments with people from the United States as tentative until they know the person is actually in Mexico. Therefore, calling to confirm after you have arrived is important. Let the secretary know you have arrived safely, and plan to attend all meetings previously scheduled.
Punctuality is not always a priority in business culture. However, most Mexicans who deal with visitors are accustomed to them arriving on time, and will try to return the favor. Do not get frustrated if things tend to fall behind schedule slightly. Punctuality is not expected at social gatherings; when invited to a person s home for dinner or a gathering, it is acceptable to arrive at least thirty minutes late.
Things to Remember When Negotiating back to top
This is a difficult area, because it very much depends on which type of company you are dealing with. Many Mexican multinationals will negotiate in much the same way as those in the United States. However, in Mexican business circles, they can operate differently. It is considered rude to turn someone down directly in a Mexican social setting; for example, if you organize a party, anyone you invite will assure you they will attend, even if they have no intentions of attending. In situations where people are not interested, it is common for them not to take your calls, or to tell you that they will study the situation and get back to you. This means no. It is the don t call us, we ll call you syndrome. It is important to learn to interpret these cases, and to learn to distinguish between those cases where your contact may need a little more pushing, and those which are not an option, so you don t waste your resources. The best way to avoid be strung along a path with no real potential outcome is to do the numbers realistically, and not make hopeful assumptions.
Once again, Mexicans value personal relationships, and prefer to do business with people they know. Family life plays a dominating social role, and many times bloodlines will carry over into the business world. Many times, the social aspect of fitting in and forming relationships is considered more important than actual professional competence or experience. Largely because of this, the overall business culture has a warmer, friendlier, and inevitably slower pace than most businesses in the United States are used to dealing with.
For the purpose of discussion, many Mexicans will be willing to embrace new ideas and concepts, but very few tend to actually change their opinions and adopt the new ideas. This is a difficult road to take. They tend to pay less attention to rules and guidelines, and more often than not involve themselves personally in finding a solution to a situation. When making presentations, use excellent visuals; this may help a new idea stand out in their minds, and can push them toward change a little easier.
Negotiations tend to be long, and may include a lot of haggling by Mexican standards, though it may not be perceived as haggling by North American businesspeople. The appearance of letters, memos, reports, or any other type of document is considered important, and anything you write may be subject to scrutiny. Make a good impression in this area. One should never throw documents on the table during negotiations, as this is considered highly offensive.
In Mexican business culture, only the highest person in authority makes the final decision, though subordinates may be asked to give their opinion. Ensure that a written agreement follows any final decisions that are made.
It is important to remember that Mexican firms are often under funded and thus can run into serious supply problems. This is a function of the dearth of credit and the cost of money (a loan in pesos has an interest rate of 25% per year; in this respect, Mexican business people are heroes). It s best to have these issues worked out beforehand if the Mexican company is going to need a little money up-front to get the raw materials to produce what you want, then you should just make sure that they will dedicate their company to working on your order. Make sure you leave a paper trail, as well; the exchange of money and merchandise should happen at once, and payment should be by credit card, certified check, or transfer of funds in a bank (things that leave a paper trail).
A spoken commitment in Mexican business culture is never binding. This is another reason a paper trail is important. Use email or fax as a form of communication rather than the telephone. In most cases, when trying to phone a businessperson, you will have to go through one to three secretaries before speaking with the person, and most will not speak English, so have a sentence planned out which will get you to who you need to speak with.
Also remember, in Mexico, time is not money, as it is in the United States. Negotiations require a certain level of trust and friendship, so take the time to build these relationships. Take your time, and do not try to speed things up, as this usually leads to a failed negotiation and a lack of trust on your Mexican business partner s part.
Acceptable Public Conduct back to top
Men will shake hands during greetings. This gesture may become particularly warm between close friends, often including a sort of bear hug, or abrazo. Women will often pat each other on the right forearm or shoulder, or hug and kiss each other on the cheek if they are close friends. Women should initiate handshakes with men. A gentle grip is all that is required when shaking hands.
Personal space is defined differently in Mexico than in the United States. Conversations occur at a much closer physical distance in Mexico, and moving away is considered unfriendly; many Mexicans will follow you, closing the distance again. Mexican men are often warm and friendly. They often touch shoulders or hold the arm of another, and withdrawing from these affectionate gestures can be perceived as an insult.
Frequent eye contact can make Mexican businesspeople nervous; it should be infrequent. The O.K. gesture, with the thumb and forefinger, is considered vulgar. Placing your hands on your hips signifies that you are making a challenge, and men should avoid putting their hands in their pockets in public. In stores, Mexicans pay for their purchases by placing money directly in the clerk s hand, rather than placing the money on the counter. Leaving a payment on the counter is generally considered rude.
For More Information, a Useful Links is: back to top http://www.solutionsabroad.com/d_jointventuremexico.asp
|
|
International Trade & Quality Center of Missouri Southern
State University Copyright 2006
International Trade and Quality Center. All rights reserved. |
