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Doing business in Mexico

Doing business abroad brings with it cross-cultural challenges for any international businessperson. Gaining an understanding of a country’s business culture and etiquette is an important factor in establishing a good relationship with your hosts and maximizing the potential of your business trip.

This guide to doing business in Mexico is a short introduction to Mexican business culture and etiquette. However, it is not an all-inclusive summation of all Mexican ‘doing business tips.’ It simply presents some key pointers that may be of assistance to those doing business in Mexico.

Doing Business – Meeting & Greeting Etiquette

When doing business in Mexico you will find that first names are rarely used initially. They are reserved for family and close friends. Wait to be invited to address someone by his or her first name. Professional titles such as ‘Doctor’ or ‘Profesor’ should be used as this recognizes their status. Engineers, lawyers and architects are similarly addressed by their appropriate titles. Those without titles should be addressed with Mr. (Señor), Mrs. (Señora) or Miss (Señorita) followed by the surname.

Men will shake hands when doing business and in social situations. Women may pat each other on the right forearm or shoulder. Men may want to wait for a woman to initiate a handshake. After a relationship has been established do not be surprised if you are met with a hug.

Doing Business – Meetings

Business is personal in Mexico. Before doing business there be sure you have contacts that can introduce you or vouch for you. Once an initial contact has been made it is easier to move on and arrange for business meetings.

Make business appointments in advance and confirm them with a brief phone call a few days before. Once you arrive in Mexico call again or send a fax to ensure it is known you will definitely be coming.

Time keeping is a relaxed affair in Mexico. However, due to the Mexicans’ long established business links with the US, they are used to Western business people being on time so will also try to do the same.

Doing Business – Building Relationships

Mexicans prefer doing business with people whom they know and trust. Your success in Mexico is therefore dependent upon your ability to establish, build and maintain good relationships. Interpersonal skills are needed to fit in, cultivate relationships and win the favor of others. These can actually be more important than professional experience and know-how.

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