MEXICO: Culture and Negotiation

Introduction 2 Types of Businesses Location Issues Funny Marketing Blunders Interview Feedback

Know Who You’re Negotiating With, Styles Are Different Street Vendor vs. Corporation

Warm up period Identify Decision Maker Status Trust Agenda Adapt Negotiation Styles Non-verbal Communication Respect and Networking Closure, Mexican Style Corporate Negotiations Dress code Food Mexican Wage Rates Language Maquiladora NAFTA

Street Vendor Items from corporate do not apply Little education Interested only in money Reservation Point is usually very low

Gestures in Corporate Negotiation Handshake is appropriate, always let women make first move Hands on hips suggests hostility Greater respect to elderly Patience is VERY important

Location, Location, Location Language Religion Lifestyle Cities are a façade to Americans

Marketing Blunders Got Milk -> Are you lactating? It won’t leak in your pocket and embarrass you-> It won’t leak in your pocket and make you pregnant Fly in Leather -> Fly Naked It takes a strong man to make a chicken tender -> It takes an aroused man to make a chicken affectionate

Interview Feedback Hotel Worker Very small middle class Education is limited Cities are the place to be Perceive Americans as rude Religion is very important Travel Agent Mexican culture is relaxed Self-Conscious Very Catering