Back to Mexico Articles

In their pursuit of competitive advantages, companies from around the world are looking to Mexico. By opening and stabilizing its economy, liberalizing, its investments, that assures companies of a solid and supportive environment in which to operate, Mexico has won the confidence of many of the world's most prominent businesses.
The range of advantages offered by Mexico begins with the people: a highly literate young, cost-efficient work forces 34 million. With plentiful natural resources and a thriving domestic market of 81 million people, Mexico stands ready to work with companies to achieve their competitive aims and become partners for growth.
A key global strategic advantage offered by Mexico is the country's unique geographic position: a 3,300-kilometer border with the United States; coastlines facing Europe and Asia; the gateway to all of Latin American. Soon, added to the country's long list of attributes will be the access it affords to the world's largest market; the North American Free Trade Arena, 360 million consumers strong

Secretaria de Desarrollo Economico
Av. Insurgentes y Lazaro Cárdenas, 2do Piso, Colonia Centro
Culiacan, Sin. Mexico.
Phone: (67) 143131 | (67) 140860 Ext. 335
FAX: (67) 144508

By Betty Ramos - The Geo-Cultural Group
E-mail: geo-cultural@go2mexico.com

Intercultural communication becomes a matter of perception: intent Vs. impact. How are your words and actionsperceived by another culture? Is your message being received accurately? How do you react when your intention is to be frank, and you are perceived as being rude, or when your intention is to be efficient and direct and you are perceived as arrogant? An intercultural experience invites you to become aware of your particular way of doing things, to compare your behavior to the present situation, and then modify your behavior, or at least alter your style, which in the new culture may impede the progress of your business. You think, "well, my intention is not to insult anybody".
However, you may be unaware that you may be offending people by doing things in the way you are accustomed. It is not a matter of changing your personality, but of being aware of the cultural differences and understanding how you impact on people "When in Rome…". An intercultural experience is a great opportunity to re-examine ourselves and our cultures through the eyes of others.

An important rule for successful communication is to assess cultural styles as merely different, and not to label them as "good", "bad", "strange", funny or ridiculous". As a consultant working with different cultures, I often hear the statement, "Mexicans are illogical". However, Mexican culture (as any other culture) has its own logic, based on its history, religion, customs, and values. Observing the culture without making judgments will help you to succeed in your intercultural venture, be it social or business.

Business styles and etiquette in Mexico vary greatly depending on several factors: region, social class, education (private school, public system, or abroad), and international experience, such as exposure to foreigners and other cultures. For example, in Monterrey, the style of business is considered more progressive. (Mexicans from Monterrey are called the "gringos" of Mexico by other Mexicans_. Dress code in the big cities (i.e. Mexico City, Monterrey, Guadalajara, Puebla) is also more formal than in the smaller and more provincial cities (i.e. Cuernavaca, Acapulco, Toluca, Puerto Vallarta). Business etiquette also reflects the regional values of each area of Mexico. Therefore it is important to do research and prepare yourself for differences not only with your own culture, but sub-cultural differences between Mexican cities' peoples as well.

My main goal is to prepare foreigners for the cultural differences they will encounter in the country of Mexico, and therefore I will concentrate on the issues that reflect the "traditional culture", since it is precisely in those situations where the foreigner may encounter important differences in business styles. (These apply to different areas of Mexico to different.

s frankness and directness the best approach in Mexico?

In the United States, frankness and openness are highly valued traits. People's preferred style of communication is very direct, linear and straight, like their well planned streets. In Mexico, this style is often perceived as rude, boring, or insensitive. In Mexico, communication tends to be indirect and subtle. Courtesy is expressed by being diplomatic, and at many times redundant. "Decorating" reality is a common Mexican trait, with the aim of pleasing, not offending, people. Many people tend to say what they think you want to hear. Communication is about "rapport" rather than "report". Conversation is more about relationships than facts and information. This indirect, "spiral" style of communication is often perceived by North Americans at best as disorganized, at worst evasive, and very often confusing. (Cuernavaca, one of my favorite cities in Mexico, is a good example of an expression of these "spiral thoughts". A city that was improvised on the go, with fantasy, in a tangle of non-linear planning or actually a lack of planning altogether!) Perceptions about the other culture eventually produce stereotypes which ultimately prevent communication. "Mexicans are disorganized and dishonest" is a common perception that often stems from a misinterpretation of communication style.

It is important to note that Mexicans in positions of authority (who reflect more the mentality of the "conqueror" due to either cultural programming or education) usually demonstrate a more linear and matter -of-fact style when giving orders and transmitting information.

Is the Mexican executive more practical, matter-of-fact, rigid unemotional, or hard-nosed than his North American or Canadian counterpart, when making decisions?

According to some research done by "Myers-Briggs" personality profile" test in the these countries, the answer is "yes". However, in my own experience, this same matter-of-fact Mexican executive will change completely, and traditional cultural traits will surface, once a friendship is established, chemistry exists, or when he is dealing with a family member, or a colleague who has become a "compadre". Emotions then often take over, and rules and principles become somewhat more elastic. This reflects in the traditional Mexican system, where rigid rules exist (Roman Law) but at the same time social concessions compensate for the rigidity.

Will to conqueror.	Conquered complex.
Desires approval, recognition, and to be in charge.	Desires approval, recognition,and clear instructions.
Matter of fact, unemotional rigid and hard-nosed.	Indirect, evasive, submissive and obedient.
Ingratiating with superiors, dominating with subordinates.	Ingratiating with superiors dominating subordinates (now or when he gets there).
Collectivist in the social arena highly individualistic in business.	Collectivist in nature, but jealous of peers' success.
Loyal to boss but seeking an image of significance and power.	Loyal to boss to ensure success.
Paternalistic at times, dominating others.	Collaborator with authority not team members.
Competitive, forceful, powerful, virile, daring.	Shows respect though voice, manner (indirect eye contact).

In the old school in Mexico there has not been a business component in professional career studies, therefore, a management culture has not been formally established in the business world. The traditional manager tends to be autocratic, to act on instinct, lack self-discipline, and not trust employees. He demands a lot but gives back little. At the same time, managers tend to take care of relationships with employees at the cost of productivity. The relationships resembles a "father-son" interaction where the father constantly directs, supervises, coaches, scolds, or praises the son.

Many Mexican managers, faced with the realities of globalization, competition from abroad, or having their company swallowed up by a multinational, are realizing the need to break with the traditional habits and change their approach to business. This transition holds many challenges, and enlightened management is on the rise, willing to be coached by successful American executives and their approach. The transitional manager is a product of Mexican culture, but he is aware of global trends and the need to work on changing or adapting some business styles. He understand the need to cultivate employee relationships as a leadership strategy, not as a means to maintain friendships, or to avoid offending sensitivities. He uses empowerment for the growth of employees and the company (the concept of empowerment is still very foreign to many Mexican leaders). He has learned to communicate in a more precise and comprehensive style to demand better results. (Mexican bosses get upset when they don't get desired results, without being aware of their own inability to transmit the "how to…; to their employees when it comes to implementation). He has acquired team-work skills, in the sense of becoming "one of them", rolling up the sleeves", by leaving the powerful ivory tower and getting involved in the reality of projects.

The successful Mexican manager has learned to use cultural strengths to achieve the company's mission. For example, he uses his interpersonal skills and charisma to motivate his people into taking responsibility and action. The progressive manager understands and respects Mexican culture and works at doing things. A Mexican executive, who has obtained a university degree in the United States, and tries to implement a new model in Mexico without modifying its content to adapt to the culture's idiosyncrasies is highly resented by other Mexicans, just as would be a foreign executive who tries to do the same. An Example of this is illustrated by the attempts of one of Mexico's more notorious presidents, Carlos Salinas de Gortari. He successfully was able to attract huge foreign investment under his neo-liberal economic model, but neglected to put in place any social safety nets for those put out of work by the increased competition of large multinationals, or for that matter, neglected the welfare of the average Mexican altogether.

In Mexico, the family is the number one priority and business always takes second place to personal relationships. Because of this view, Mexicans often question American values and distrust foreigners who rush into business details (such as price) before establishing a relationship and developing mutual trust. Loyalty in Mexico is to an individual person, (manager or friend) not to a company or an abstract set of rules. Hierarchy, status, and class levels (color) play an important role in society and business as well, therefore symbols of status are highly valued (large office, driver, secretary, etc.). "Looking" important and powerful is desirable and this hierarchy is accepted even by those at the bottom of the social order. Mexican people are also extremely proud of their heritage and culture, so understanding this culture is essential when doing business in Mexico. Business etiquette is more formal than in the U.S. and courtesy and manners as well as dress code are of primary importance. The concept of time is one of the most conflicting differences when working with others cultures. Mexicans view time differently than the rest of the world. For example, interpersonal interactions are considered more important than a business deadline.

Send us your comments about this article

Back to Mexico Articles