■Mexican Society and Culture

◆ Mexican Family Values

◇The family is at the core of the social structure.

◇Outside of the major cosmopolitan cities, families are still usually large.

◇The extended family is as important as the nuclear family since it provides a sense of security.

◇Mexicans regard it as their duty and responsibility to help family members. For example, they will help find a job or provide money for a house or other large purchase.

◇Most Mexican families are extremely traditional, in which the father is the head, the authority figure and the decision-maker.

◇Mothers are greatly respected, but their role may be viewed as secondary to that of their husbands.

◆ Hierarchical Society

◇Mexican society and business are highly hierarchical and vertically structured.

◇Mexicans place emphasis on hierarchical relationships.

◇People revere authority and count on those above them for direction and decision-making.

◇Rank is important, and those above you in rank must always be revered. This makes it important to know which person is in control, and leads to a dictatorial approach to decision-making and problem-solving.

◇Mexicans are very conscious of how each individual fits into each hierarchy—be it family, friends or business.

◇It would be discourteous to break the chain of hierarchy.

◆ “Machismo”

Machismo literally refers to “masculinity”. There are different exterior behaviors to demonstrate machismo.For example, making comments on women is a stereotypical sign of machismo and should not be viewed as harassment.

Mexican males usually believe that nothing can be done to sully their image as a man.

■Etiquette and Customs in Mexico

◆ Meeting Etiquette

◇When greeting in social situations, women tap each other on the right forearm or shoulder, rather than shake hands.

◇Men shake hands until they are quite familiar with someone, when they move to the more traditional embrace and back slapping.

◇Wait until invited to move to a first-name basis.

◆ Gift Giving Etiquette

◇If invited to a Mexican’s house, take along a gift such as flowers or sweets.

◇Gift wrapping does not adhere to any particular protocol.

◇Do not give marigolds as they represent death.

◇Do not send red flowers as they have a negative implication.

◇White flowers are a good choice as they are thought to be uplifting.

◇Gifts are opened without delay. If you receive a gift, open it and respond 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). Being punctual or early is considered improper.

At a large party you may make a self-introduction. At a smaller gathering the host usually makes the introductions.

◆ Table Manners

◇Always ensure your hands can be seen when eating. Keep your wrists resting on the edge of the table.

◇When you have finished your meal, put your knife and fork across your plate with the prongs facing down and the handles facing to the right.

◇Do not take a seat until you are invited to and shown where to sit.

◇Do not start eating until the hostess begins.

◇Only men make toasts.

◇It is courteous to leave some food on your plate after a meal.

■Business Etiquette and Protocol in Mexico

◆ Relationships and Communication

◇The right relationships promote business success.

◇You will be judged by the person who introduces you and it is nearly impossible to change this first impression.

◇Since the first meeting is usually with someone of high status, it is important that your delegation contain an upper-level executive.

◇After the initial introductory meeting, the senior executive may not attend meetings or be seen, which suggests you are now getting down to business and they are no longer needed to smooth the introduction.

◇Displaying trustworthiness, sincerity, and integrity are very important to relationship-building.

◇You are expected to answer questions about your personal background, family and life interests.

◆ Business Meeting Etiquette

◇Business appointments are necessary and should be made at least 2 weeks ahead. Reconfirm the appointment one week before the meeting.

◇Reconfirm the meeting again once you reach Mexico and make sure that the secretary of the person you will be meeting knows how to get on to you.

◇It is important that you are punctual for meetings, although your Mexican business colleagues may arrive up to 30 minutes late. Do not appear annoyed if this occurs as people are often behind schedule.

◇Meetings may be put off without advance warning.

◇Initial meetings are formal.

◇Provide all written material in both your mother language and Spanish.

◇Agendas are uncommon. If they are given, they are not always adhered to.

◆ Business Negotiation

◇Since Mexicans are status-conscious, you should always have an executive on your negotiating team.

◇If you do not speak Spanish, employ an interpreter.

◇It will take several meetings to reach an agreement.

◇Face-to-face meetings are favored over telephone, letters or email.

◇Negotiations and decisions need a long time. You must have patience.

◇Deadlines are viewed as elastic and fluid, much like time itself.

◇Negotiations will entail a large amount of bargaining. Do not give your best offer first.

◇Do not contain an attorney on your negotiating team.

◆ Business Dress

◇Dress as you would in Europe.

◇It is appropriate for men to wear conservative, dark-colored suits.

◇It is better for women to wear business suits or conservative dresses.

◆ Business Cards

◇Exchange business cards during introductions with everyone at a meeting.

◇It is wise to have one side of your business card printed in Spanish.

◇Business cards should include both your professional and educational qualifications.

◇Present your business card so that the Spanish side faces the receiver.