MEXICO: Culture and Negotiation

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MEXICOCulture and Negotiation
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Introduction

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

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Know Who Youre Negotiating With,Styles Are
Different

• Street Vendor vs. Corporation

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Corporate Negotiations

• Warm up period
• Identify Decision Maker
• Status
• Trust
• Agenda
• Adapt Negotiation Styles
• Non-verbal Communication
• Respect and Networking
• Closure, Mexican Style

• Dress code
• Food
• Mexican Wage Rates
• Language
• Maquiladora
• NAFTA

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Street Vendor

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

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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

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Location, Location, Location

• Language
• Religion
• Lifestyle
• Cities are a façade to Americans

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Marketing Blunders

• Got Milk -gt Are you lactating?
• It wont leak in your pocket and embarrass you-gt
  It wont leak in your pocket and make you
  pregnant
• Fly in Leather -gt Fly Naked
• It takes a strong man to make a chicken tender -gt
  It takes an aroused man to make a chicken
  affectionate

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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