Date post: | 18-Jan-2016 |
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Negotiating in Mexico
by: Kevin Schuck, Ivan Pernudi,
Nicholas Coward & Zach Lupe
Agenda
• Why important• Culture• Styles• Behaviors• Tactics• Do’s and Don'ts
Culture
• Culture– Business
Climate/Conditions– Enthusiasm
– Flexible with Time
– Business Attire
– Intimate Space
Culture
• Business Processes– Power Distance
– Managerial Style• U.S. Managerial
Arrogance
– Decision-Making
– Uncertainty Avoidance
Culture
• Trust– Personal Relationship
– Mutual Acquaintance
– Social Talk
– Teamwork
Culture
• Workplace– Women
• Abrazo (embrace)
– Sexual Harassment
– Work Ethic• Mañana Syndrome
– Masculinity
Culture• Government– Caste System
– Economy
– Legal System
– Corruption• Foreign Corrupt Practices
Act
Styles:Negotiation In Mexico
• Win-Win Approach– Collaboration
• Generally Straightforward – Non-aggressive
• Time is not of the essence– Relationship building is very important
• Risk Averse – Less is more
Behaviors:Negotiation In Mexico
• Emotional– Don’t be surprised or offended by exaggerations
• Very formal– Etiquette or the lack of is key
• Non-confrontational– Yes may mean no
• Your comfort zone is not their comfort zone– Expect a smaller bubble
Tactics:Negotiation In Mexico
• The final, final, final offer– Final offers are rarely final and come frequently
• Leave a lot of room for concessions– Be prepared to go the full 12 rounds
• Playing possum– Misleading body language and disinterest should be
expected
• No good cop-bad cop– Relationships can be destroyed by this tactic
Do’s and Don’ts
• Relationship and Respect • Communication • Meetings • Negotiation • Contracts • Other
Relationship and Respect
• Build Lasting and Trusting Personal Relationships
• Working relationship • People, Not Companies • Family Owned or Controlled
Communication
• Language • Space • Direct & Indirect
Meetings
• Individuals or Teams • Hierarchy • Scheduling • Introductions
Negotiations
• Attitudes and Styles • Sharing of Information • Pace of Negotiation • Bargaining • Decision Making
Contracts
• Written Contracts • Final Contracts
Other
• Attire • Dinners • Documents • Gifts