Guidebook Michelangelo Orsini

Final Project: Guidebook

Michelangelo Orsini

Professor Maya Held

CMC/260

This guidebook will aid in international communications proven to be helpful when developing relationships with Mexico. Employees preparing to conduct business in Mexico should first conduct research about the location. This will also help in avoiding cultural shock and provide for awareness during business negotiations. Being aware of the dealings in Mexico will also help prepare one how to immerse themselves into the cultural experience. To help with grasping the cultural experience, learning the language of Mexico; which is Spanish would prove to enhance the communication skills. Grasping the communication skills and being able to interpret the language would help in closing business deals and negotiations that could secure major transactions. By employees knowing the language, could also help them better prepare for conducting business properly. To better optimize business dealing in Mexico, employees could increase their communication skills which would lead to more understandings and less communications amongst one another. This is crucial because in business negotiations you want to retain knowledge and properly receive and reciprocate correct communication skills that can close major international deals. Having a comprehensible knowledge of overcoming cultural shock, cultural experience and knowing how to optimize successful intercultural communications would help any businessman prepare and be confident in conducting international business transactions. This outline will detail universal systems, cultural values, language and thought, global etiquette, business customs, negotiation strategies and culture shock as it relates to business operations in Mexico.

Follow along as you will receive all the information needed to fully grasp the cultural experience of the Mexican culture.

I. Introduction

II. Universal Systems in Mexico

A. Political Systems

1. Has federal republic; president elected to 6 year term.

2. Has 31 states and one federal district.

3. Legislature composed of 128 seat Senate and 500 seat Chamber of Deputies.

4. Heavily controlled by federal government in areas of education, security and national industries.

B. Economic Systems

1. Mining and Petroleum are the 2 most important industries.

2. Leading facilities of employment are the oil, agriculture, tourism and maquiladoras (assembly facilities).

3. United States largest trading partner; yet 10% of population lack education and economic opportunities.

C. Educational Systems

1. Free education from ages 6-15 years old.

2. Difficult college entry exams

3. A university degree can take a minimum of 3 years and a maximum of 7 years.

D. Marriage and Family Systems

1. Dating is allowed; arrangements are made beforehand to omit boy from coming to home to pick up girl.

2. Marriage follows customary Catholic traditions.

3. Low divorce rates.

4. Mother runs household; family responsibilities take precedence.

III. Cultural Values – Mexico

A. Social Hierarchies and Interactions

1. Social reciprocity is important.

2. Pride themselves on being good employer, employee and friend.

3. Take Catholic religion and celebrations seriously.

4. Property is viewed as utilitarian; possessive attitude is infrequent.

B. Business Attire in Mexico

1. Men should wear conservative dark suit and tie; Women should wear dress, skirt or blouse.

2. Jeans and low cut clothing are inappropriate.

3. Mexicans avoid eye contact as a sign of respect.

4. Men shake hands upon meeting and leaving meetings; Women pat one another on the shoulder or offer kiss on the cheek.

C. Business Communications

1. Refrain from using first names until invited to do so.

2. Mexicans use 2 surnames; one from the father and the other from the mother. The father’s surname takes precedence.

3. Avoid red ink in business communications and writing names.

IV. Language

A. Verbal Styles

1. “Yes” represents several meanings

2. Add suffixes to word to minimize importance.

3. Prefer to make words smaller and more intimate.

B. Nonverbal Cues

1. First meeting is met with handshake.

2. Second meeting is met with pat on back.

3. Mexicans are ‘touch oriented’ which signify friendly and welcoming demeanor.

V. Thought

A. Subjective Interpretation

1. Influenced by personal judgement, state of mind or temperament.

VI. Social Etiquette

A. Etiquette

1. Manners and behaviors considered acceptable in social and business situations.

2. Shaking hands is the common greeting.

B. Protocol

1. Customs and regulations dealing with diplomatic etiquette and courtesies.

2. Understanding of social and cultural variations used in introductions.

3. Includes exchanging business cards, recognizing status, dining practices and tipping etiquette.

VII. Business Customs in Latin America/Mexico

A. Introductions

1. Mother’s maiden name is added to surname.

2. Men slightly bow when introduced to female.

3. Women should be addressed by husband’s father surname after marriage.

B. Business Card Exchange

1. Business titles are important and must be included on business card.

2. Cards are exchanged at first greeting.

3. Spanish translation is preferred on business cards.

C. Position and Status

1. Status is associated with education.

2. Women are not given same respect as men executives in same position.

3. Top level executives may not attend subsequent meetings.

4. Hierarchy can be aggressive and unreasonable to demonstrate seniority amongst group.

D. Electronic Communication Etiquette

1. Encounters are held via telephone.

2. Answer phone promptly upon one or two rings.

3. Voicemails should be brief and include company name and brief summary.

VII. Intercultural Negotiations Process

A. Preparation and Site Selection

1. Recognizing variables such as customs, etiquette, language and beliefs.

2. Utilizing resources such as written materials and videos.

B. Team Selection

1. Consider age, gender, rank and expertise of team members for a successful team.

2. Mexicans typically acquire teams of 2 to 3 members for good balance.

3. Negotiator should have solid background, emotional makeup, values and viewpoints.

C. Relationship Building

1. Mexico focuses on building lasting relationships and becoming acquainted with whom they conduct business with.

2. Often times Mexicans will acquire agents who specialize in contracts.

D. Opening Talks

1. Mexicans prefer open interaction versus adhering to an agenda.

E. Discussions

1. Avoid compromise; Mexicans view it in a negative manner.

2. Timing and amount of discussion should be considered keeping it at a minimum.

F. Agreement

1. Delays are common in Mexican culture.

2. After agreement is reached there is a long wait before final approval.

IX. Negotiation Strategies

A. Plans organized to achieve a desired objective.

B. Preparation

1. Determining a proper grounds for meeting and negotiating.

2. Strategic planning, protocol and ideas will be needed to achieve goals of negotiation.

C. Tactics

1. Maneuvers used for gaining advantage or success.

2. Can take on verbal, nonverbal or situational forms.

3. Verbal tactics vary from promises, threats, recommendations, questions and/or commands.

4. Nonverbal tactics vary from voice, facial expressions, distance, silence and symbols.

5. Situational tactics vary from location, time constraints and physical arrangements.

D. Conflict Resolution and Mediation

1. Involves a series of questions.

2. Learning the social system and cultural values of negotiators aid in prevention of conflict.

3. Mediation is the use of a third party to aid in settling differences between negotiating teams for common agreement.

E. Observations, Analysis and Evaluation

1. Constant evaluation will be required to obtain the best leverage possible.

2. Observing counterpart style of negotiating, national culture and what differences are shared.

    

References

Body Language: The Meaning of Gestures in Mexico. (2015). Retrieved from http://hispanic-marketing.com/body-language-the-meaning-of-gestures-in-mexico/

Chaney, L. H., & Martin, J. S. (2011). Intercultural Business Communication (5th ed.).

Do’s & Don’ts in Mexico. (n.d). Retrieved from http://blog.culture-inc.com/wp-content/uploads/2013/03/mexico.pdf

How to Overcome Culture Shock. (2004). Retrieved from http://iml.jou.ufl.edu/projects/Spring04/DeJesus/page3.html

Intercultural Communications. (2014). Retrieved from http://www.diplomacy.edu/language/intercultural-communication

Mexican Americans. (2011). Retrieved from http://projectsmrj.pbworks.com/w/page/40302563/The%20Barrio%20by%20Randi%20Elena%20and%20Bre

Mexico Business Etiquette, Culture, & Manners. (2012). Retrieved from http://www.cyborlink.com/besite/mexico.htm

Mexico Cultural Etiquette. (2015). Retrieved from http://www.ediplomat.com/np/cultural_etiquette/ce_mx.htm

Mexico – That’s Mags. (2014). Retrieved from http://online.thatsmags.com/post/encuentrate-con-mexico-pavilion-to-bring-mexican-culture-to-the-heart-of-beijing

Preparing for a New Culture. (2000). Retrieved from http://studyabroad.uark.edu/students/preparing-to-go/preparing-for-a-new-culture.php