How do mexicans negotiate?

Abstract

The area of international business requires executives and functionaries

with leading competences. Among them is the mastering of communication

and negotiation processes. Under these requirements, negotiators of

different cultures have characteristics which make them outstand among

their pairs from other countries.

In the case of Mexicans, they tend to be similar to their Latin American

colleagues since their negotiation philosophy is that of bargaining and the

perception of the other party is based on friendship and trust. Protocol,

handling of emotions and meeting commitments are aspects which differentiate

the national negotiation process.

With the definition of the Mexican negotiation characteristics we want to

visualize the Mexican style of doing business and the cultural elements that

must be taken into account by those who pretend to develop more effective

negotiations withgthe Mexican colleagues.