Mexic business protocol

Introduction

They say that Mexico is a country no one ever leaves. Every year, millions of tourists pass through, and Mexicans jovially warn that a part of them will remain behind forever. Most visitors are vacationing North Americans who wind up on the brilliant beaches of Cancun, Acapulco, Mazatlan, and Puerto Vallarta. The beaches, of course, are among the world's best - but those who venture inland are rewarded with the true soul of Mexico, which has always resided firmly in the interior. The population is about 106 million, and the generosity of the Mexican people is unsurpassed. Knowing a few simple sentences in Spanish will win hearts. Mexico has been graced with an unusually temperate climate year-round. The most important thing to remember is that the Mexican summer is also the rainy season, although the rain rarely lasts more than a few hours, and typically arrives in the late afternoon. Mexico is a federal constitutional republic in North America. It is bordered on the north by the United States; on the south and west by the Pacific Ocean; on the southeast by Guatemala, Belize, and the Caribbean Sea; and on the east by the Gulf of Mexico. It is the fifth largest country in the Americas by total area and the 13th largest independent nation in the world. Mexico has one of the world's largest economies, it is the tenth largest oil producer in the world, the largest silver producer in the world and is considered both a regional power and middle power. With an estimated population of over 113 million it is the eleventh most populous, and the most populous Spanish-speaking country in the world.

Values of the Mexican people Mexicans put a high value on hierarchy and structure in business and family matters. Especially outside of cities, families are typically large and Mexicans are very conscious of their responsibilities to immediate family members and extended family such as cousins and even close friends. Hosting parties at their homes plays a large part of Mexican life and making visitors feel comfortable is a large part of the values and customs of the country. Most Mexican families are highly traditional, with the father as the authority figure. While more women are working outside of the home in the past several decades, there are still a large number of women who work exclusively in the home. The country remains a male-centric society, and machismo, a word derived from Mexican and Portuguese meaning male supremacy, is prevalent. Mexicans revere people in authority, including educators and medical professionals.
Languages
Several different languages are spoken in Mexico, with a large majority of the population fluent in Spanish while some Mexicans still only speak their native indigenous language. The country has the largest Spanish-speaking population in the world with almost a third of all Spanish native speakers. In addition to the indigenous languages, other minority languages are spoken by immigrant populations, such as the 80,000 German-speaking Mennonites in Mexico, and 5,000 the Chipilo dialect of the Venetian language spoken in Chipilo, Puebla.

Religion The Catholic Church is the dominant religion in Mexico, with about 82.7% of the population as of 2010. In recent decades the number of Catholics has been declining, due to the growth of other Christian denominations (especially various Protestant churches and Mormonism), which now constitute 9.7% of the population, and non-Christian religions.

Mexican Family Values
The family is at the centre of the social structure.
Outside of the major cosmopolitan cities, families are still generally large.
The extended family is as important as the nuclear family since it provides a sense of stability.
Mexicans consider it their duty and responsibility to help family members. For example, the will help find employment or finance a house or other large purchase.
Most Mexican families are extremely traditional, with the father as the head, the authority figure and the decision-maker.
Mothers are greatly revered, but their role may be seen as secondary to that of their husband.
Superstitions1
Never walk beneath a ladder.
Never cross a black cat's path.
If you drop a tortilla, you will have lots of company.
If you cut a baby's fingernails before the age of one year, the child will have impaired eyesight.
Tuesday is unlucky; never start a journey or anything important on this day

Superstitions Based in Part on Truth One traditional superstition is that if a pregnant woman walks outside during a lunar eclipse, she runs the risk of giving birth to an infant who is part wolf or who has a cleft palate. This superstition is based, at least in a small part, on truth.
Dress code Mexicans are quite status conscious and successful people are expected to look successful. Dress is, therefore, of great importance and it is vital to look smart in both business and social situations. Business dress in Mexico City tends to be somewhat more formal than in other parts of the country. Suits are often worn in the capital while smart shirts and slacks are sufficient in the provinces. If in doubt, check in advance.
Remember that Mexico is hot - so take lightweight clothing !
Table manners2
What to DO
Do rest your wrists on the edge of the table while dining.
Do understand that only men give toasts in Mexican culture.
Do indicate that you are finished eating by putting your knife and fork across your plate with the prongs going downwards and the handles facing right.
It is polite to leave some food on your plate after a meal.
What to NOT DO
Don’t sit until told where to sit.
Don’t begin eating until the host does.
Do not put your arms or elbows on the table while eating, only your hands.
Do not drink a lot of the alcohol.

Gender3 Gender roles in Mexico are changing. Mexican culture, like that of other Latin American countries, has been in part defined by machismo – an intense strain of masculinity. Men have been expected to be authoritarian, aggressive, and promiscuous, and women have been expected to be submissive, dependent, and maternal. In the past forty to fifty years, however, the role of women has been shifting, even though there has been little perceived shift in male attitudes.
In 1953, women gained the right to vote and stand for election, and while the majority of Mexico’ leaders are still men, women are becoming involved in political and social movements.
Previously, women rarely worked outside the home, and then only informally or on farms. Today women are working as domestic workers, street sellers, teachers, and nurses. Though women in Mexico are experiencing some advances in terms of status and human rights, daily life is still fraught with challenges and dangers.

Body language4 Body language is an important part of the communication process. Noticing the signals that people send out with their body language is a very useful social skill. All who specialize in research, grassroots marketing, community outreach, event marketing understand that body language is a key body of knowledge to have.
Mexicans generally stand close together when conversing. Don't show signs of discomfort, which would be considered rude by your Mexican counterpart.
Mexicans often "hold" a gesture (a handshake, a squeeze of the arm, a hug) longer than Americans and Canadians do.
Don't stand with your hands on your hips; this signifies anger. It is considered rude to stand around with your hands in your pockets.

Helpful Hints Any attempt to speak Spanish is appreciated by your Mexican counterparts and is seen as a gesture of goodwill. Demonstrating knowledge and appreciation of Mexican culture wins friends. Mexicans are very proud of their independence and have a very strong sense of national identity and pride. Never compare the way things are done in Mexico with the way they are done in the United States. Deadlines are often little more than (very) general target dates. Note differences in class and status in Mexico, for such differences are important. Little things count. Not saying good-bye, for example, may well offend and adversely affect your relationship to a much greater extent than it would in the United States.

Gift Giving Etiquette
If invited to a Mexican's house, bring a gift such as flowers or sweets.
Gift wrapping does not follow any particular protocol.
Do not give marigolds as they symbolize death.
Do not give red flowers as they have a negative connotation.
White flowers are a good gift as they are considered uplifting.
Gifts are opened immediately.
If you receive a gift, open it and react enthusiastically.

Dining Etiquette
If you are invited to a Mexican's home:
Arrive 30 minutes late in most places (check with colleagues to see if you should arrive later than that).
Arriving on time or early is considered inappropriate.
At a large party you may introduce yourself.
At a smaller gathering the host usually handles the introductions.

Business Negotiation5
Since Mexicans are status conscious, you should always have someone on your negotiating team who is an executive.
If you do not speak Spanish, hire an interpreter.
It will take several meetings to come to an agreement.
Face-to-face meetings are preferred over telephone, letters or email.
Negotiations and decisions take a long time. You must be patient.
Deadlines are seen as flexible and fluid, much like time itself.
Negotiations will include a fair amount of haggling. Do not give your best offer first.
Do not include an attorney on your negotiating team
Personalize everything. Explain how all proposals will benefit a Mexican's country, community, family and, most important, the Mexican personally.

Hierarchical Society6
Mexican society and business are highly stratified and vertically structured.
Mexicans emphasize hierarchical relationships.
People respect authority and look to those above them for guidance and decision-making.
Rank is important, and those above you in rank must always be treated with respect.
This makes it important to know which person is in charge, and leads to an authoritarian approach to decision-making and problem- solving.
Mexicans are very aware of how each individual fits into each hierarchy--be it family, friends or business.
It would be disrespectful to break the chain of hierarchy.

Greeting etiquette Mexicans attach great importance to titles. Professional titles such as "Licenciado" (meaning "graduate") or "Ingeniero" (engineer) should be used as this recognises their status. Those without titles should be addressed with Mr (Señor), Mrs (Señora) or Miss (Señorita) followed by their surname. When doing business in Mexico, you will find that first names are not always used initially as they are reserved for family and close friends. Wait for someone to address you by your first name before doing so yourself. Men and women will shake hands when they meet for the first time in business and social situations. If they already know somebody from a previous meeting, men tend to greet men with a hug/shoulder slap and both men and women greet women with a kiss on the right cheek. On departure, you should repeat all the handshaking and kissing, and it can take 10 minutes to get out of a room! Time for this should be included in your programme; don't assume that you will be able to make a quick exit.

Meeting etiquette7 In Mexico, business attire is more formal than that in the USA or Europe.It is therefore important to be well dressed for business meetings. This means dark suits, long-sleeved shirts and usually cufflinks for men and lightweight dresses for women. • Business is personal in Mexico. Before doing business, try to ensure that you have contacts who can introduce you or vouch for you. Once an initial contact has been made, it is easier to move on and arrange future 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 an email or fax to ensure it is known that you will definitely be arriving. • Timekeeping is relaxed in Mexico. However, due to the Mexicans' long-established business links with Europe, they are used to European business people being on time, so will also try to do the same. When having an appointment in Mexico City, always consider the traffic as it may affect your schedule. • Business cards are usually exchanged at the beginning of the meeting. It is useful to have business cards printed in English on one side and in Mexican Spanish on the other. Consider having this done before arriving in Mexico. • Mexicans don't like to cause offence and this can extend to not wanting to say "no". Not saying "no" doesn't necessarily mean "yes". • Substantive business will only be done in person. The telephone is limited to making arrangements.

Especially for Women8 Women should prepare for some difficulty when doing business in Mexico. Because some Mexican businessmen you encounter may not have had many dealings with women in positions of authority, you should demonstrate your competence, skill and authority. Talk and behavior considered sexist and inappropriate in the United States may well have to be endured in Mexico. Mexican men, business colleagues included, will pay foreign businesswomen many compliments and may even be flirtatious. Graciously accept such banter -- it is usually done with the utmost respect -- while firmly reminding your male Mexican counterparts that you are a businesswoman. Foreign businesswomen should not invite Mexican businessmen to dinner unless their spouses also come along. If invited out to dinner or to socialize by a male Mexican colleague, a businesswoman should make it clear that no opportunity for romance exists. Appearances are important.
Communication style9
Conversation Guidelines In conversation, Mexicans are very forthcoming about their families and private lives; they will expect you to do the same. Mexicans also like to know the prices of goods in different countries to compare to theirs, so one should not take offense in the intrusiveness this may create. Additionally, Mexicans avoid using the word no in their discussions so it is wise to do the same. Otherwise, you may be viewed as pushy.
Topics To Avoid in conversing with Mexicans : religion, politics,
Mexican-American war, illegal aliens, condescending remarks regarding Mexicans in general.
Good Topics Of Conversation are:
Mexican landmarks or scenery, family, friends, job,
Mexican soccer

Timing in Mexico Romania is 8:0 hours ahead of Mexico, that means when it is 8:00 am in Mexico City Mexico, it is 4:00 pm in Bucharest Romania.

Building relationship 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 favour of others. These can actually be more important than professional experience and know-how.
Cultural blunders to avoid10
Tossing documents on a table is similar to slapping someone in the face: Mexicans consider it very rude. When handing out papers or brochures, hand them individually to each person at the table.
Making the “ok” sign with your finger and thumb is a vulgar gesture in Mexico. You will find, however, that many Mexican businessmen use their middle finger to point out highlights on a document or whiteboard. If you’re not sure how a gesture will be viewed, avoid making it or ask a trusted friend before using it in public.
Most forms of sarcasm are considered extremely offensive. So back away from the sarcasm, and say what you really mean.

Business Cards

Business cards are exchanged during introductions with everyone at a meeting.
It is advisable to have one side of your business card in Spanish.
Business cards should contain both your professional and educational qualifications.
Present your business card with the Spanish side facing the recipient.

Holidays and celebrations11 The Feast of “Lady of Guadalupe”, which is celebrated on Dec. 12, is a major Mexican holiday celebrating of the appearance of the Virgin Mary to an Indian man in the first years of Spanish rule. She is the patron saint of the country. The Day of the Dead, which is actually celebrated over two days (Nov. 1 and 2) combines Catholic and indigenous rituals to honor the deceased and is a national holiday. Carnival is also celebrated in many communities throughout Mexico to mark the period before Lent. Independence Day, marking the country’s separation from Spain in 1810, is celebrated on Sept. 16. Cinco de Mayo, which marks Mexican military victory over the French in 1862, is more widely celebrated in the U.S. than it is in Mexico.

Cultural dimensions of Hofstede

Source: http://geert-hofstede.com/mexico.html

Power distance12 At a score of 81, Mexico is a hierarchical society. This means that people accept a hierarchical order in which everybody has a place and which needs no further justification. Hierarchy in an organization is seen as reflecting inherent inequalities, centralization is popular, subordinates expect to be told what to do and the ideal boss is a benevolent autocrat.

Individualism Mexico, with a score of 30 is considered a collectivistic society. This is manifest in a close long-term commitment to the member 'group', be that a family, extended family, or extended relationships. Loyalty in a collectivist culture is paramount, and over-rides most other societal rules and regulations. The society fosters strong relationships where everyone takes responsibility for fellow members of their group. In collectivist societies offence leads to shame and loss of face, employer/employee relationships are perceived in moral terms (like a family link), hiring and promotion decisions take account of the employee’s in-group, management is the management of groups.

Masculinity / Femininity Mexico scores 69 on this dimension and is thus a masculine society. In masculine countries people “live in order to work”, managers are expected to be decisive and assertive, the emphasis is on equity, competition and performance and conflicts are resolved by fighting them out.

Uncertainty avoidance Mexico scores 82 on this dimension and thus has a very high preference for avoiding uncertainty. Countries exhibiting high uncertainty avoidance maintain rigid codes of belief and behaviour and are intolerant of unorthodox behaviour and ideas. In these cultures there is an emotional need for rules (even if the rules never seem to work) time is money, people have an inner urge to be busy and work hard, precision and punctuality are the norm, innovation may be resisted, security is an important element in individual motivation.