Since passage of the North American Free Trade Agreement (NAFTA), Mexico has become an increasingly common destination for international business travelers. Nonetheless, the country's interesting and enjoyable traditions have not been diminished by the increased business traffic: The Mexican people and their way of life may well prove the most memorable part of your visit.
Appointments—Having a local contact to put you in touch with the right people is a big advantage. Set your appointments at least a couple of weeks in advance, if possible. Punctuality is expected, but not strictly adhered to, though as a visitor, you should be on time. For dinner parties and other somewhat social occasions, plan to show up a half-hour after the announced time.
Personal Introductions—Handshakes are the typical greeting between men. Maintain direct eye contact but not too intensely. When members of the opposite sex meet, the woman should extend her hand to initiate the greeting. Titles are important, and the title "Doctor" is used for those with advanced university degrees. Last names with the appropriate Spanish title are used. If your acquaintance has a professional title, you will learn it when introduced; if not, senor (male), senora (married female) and senorita (unmarried female) are appropriate. The title and the person's last name should be used until you are instructed otherwise. Note that it is typical for Mexicans to have two surnames, one from their father and one from their mother. The father's surname will be given first during the introduction, and that's the name that is used to address or speak of the person. Thus, "Senor Mario Sanchez Benitez" would be addressed as "Senor Sanchez." Mexicans warm quickly to friendships. Your acquaintances are as likely to hug on a second meeting as they are to shake your hand. This hug is called the abrazo and is common with both male and female acquaintances, although the hug may be accompanied by a kiss on the cheek between two women and a pat on the back between two men.
Negotiating—Business in Mexico runs at a slower pace than elsewhere in North America and is open and relaxed. Typically, junior executives have little authority, so endeavor to meet with people at as high a level as possible. Relationships are important to the decision-making process, so spend time getting to know your associates. Mexicans typically dislike open disagreement, but they do like to negotiate.
Business Entertaining—Mexicans love to entertain and take pride in doing so. Typically, your host will pay, but you should offer to do so and, when refused, insist on paying next time. Then, be sure to do so. If invited to an acquaintance's home, don't plan on discussing business: It's an opportunity to socialize.
Body Language—Conversations may take place at close quarters. Expect polite conversational touching. Refrain from placing your hands on your hips, as this can be perceived as an aggressive stance. Keeping your hands in your pockets is also bad form. Dress conservatively, particularly in business situations or if visiting a church.
Gift Giving—Although Mexicans are generous people, they're not as gift-conscious as the Japanese. They may proffer a small memento of Mexico after a business friendship is established that can be reciprocated by a gift from your country the next time you meet. They delight in gift-giving, so accept it with grace.
Conversation—Learn some Spanish phrases well. It will be appreciated. Be inquisitive about Mexican culture. Do not discuss travelers' health issues such as fear of drinking or swimming in the water. Don't use the term "American" to refer to someone from the U.S.: Mexicans consider themselves North Americans, too.
Other Information—You are not likely to encounter many women at the higher levels of Mexican business (though it's become more common over the years). However, women can and do conduct business in the country, though they may on occasion encounter some gender-based resistance.
