BRICM - Mexico

Babel Monthly Newsletter
BRICM - Mexico
Over the last few months, we have been focusing on the largest developing countries and this month,
our attention turns to Mexico (BRICM = BRIC + Mexico). Mexico is a country of huge potential that has
demonstrated predictable, stable economic growth. Due to Mexico's rapidly advancing infrastructure,
increasing middle class and rapidly declining poverty rates it is expected to have a higher GDP per capita
than all but three European countries by 2050. It covers an area about the same size as the whole of
Western Europe and occupies a strategic global position, being the natural bridge between Latin America
to the south and the United States and Canada to the north.
Doing Business in Mexico
Generally, Mexican companies and government departments are hierarchical and status conscious. Most
decisions are made at the top and your representatives will be received by somebody fitting their status.
If you send junior employees, they will not meet the main decision-makers.
Business is personal in Mexico. Before doing business, try to ensure that you have contacts that can
introduce you. Once an initial contact has been made, it is easier to move on and arrange future business
meetings.
Meeting and Greeting
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 to ensure it is known that you will definitely be
arriving.
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. People have three names: Their First name, their Paternal name and their Maternal name.
Written, they will use all three (or the third will be often abbreviated with the first letter), but verbally
they will use the first two. For example, Maria Vazquez Laredo would introduce herself as Maria
Vazquez, or Señora/Señorita Vazquez.
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!
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.
Tel: 020 8295 5877 Fax: 020 8295 5878 Email: mail@babelgroup.co.uk www.babelgroup.co.uk
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.
Breakfasts are common in Mexico. Paperwork, files and charts come pouring out over the table during
business breakfasts. Business deals can be firmly agreed and/or closed over a business breakfast. A
business lunch is not a detailed power-business session. In Mexico, this is the main meal of the day.
Mexican people will want to get to know you - and they will not do business with you if they don't know
you. Dinner is a late affair: around 9pm. Family is important in Mexico, and Mexicans like to share time
with their families in the evening. Except in exceptional circumstances, business is not discussed over a
dinner meal. If you are invited to a dinner, only discuss business if your host discusses it. Otherwise, treat
it as a social occasion.
Meeting Formats
Mexicans are very creative and artistic people. They don't like the constraints that US/European-style
meeting formats tend to have: they feel it breaks down the creative process that leads to new ideas and
better concepts. Be prepared for your meeting format to follow a hap-hazard pattern, with subjects
changing various times. If you have an agenda, take it with you, and check off the points as you cover
them.
A meeting should always begin with small talk. Family is very important in Mexico, and a friendly enquiry
about how the family is doing is often common practice, even among Mexicans. Other topics include the
weather (no problem there if you're British), latest fashions, and Mexico's areas of outstanding natural
beauty.
Mexicans value politeness in communication and will avoid giving bad news. At times, this may mean
that they do not provide a negative response directly, especially if they think that you would not be
pleased with the response.
Finally, the following tips will assist you in communicating with Mexicans:
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Courtesy is very important.
Use the words "gracias" (thank you) and "por favor" (please) liberally
Mexicans often add the word “no” to the end of a statement, thereby making it sound like a
question.
Do not interrupt a speaker if they are senior to you in age or status.
Eye contact with those in superior positions is generally indirect as this demonstrates proper
respect.
Be careful not to say something that could be construed as a slight to someone’s dignity.
Mexicans do not require as much space between speakers as is common in many cultures. It is
considered unfriendly to move away and the Mexican might move forward to close the gap.
Tel: 020 8295 5877 Fax: 020 8295 5878 Email: mail@babelgroup.co.uk www.babelgroup.co.uk