2. FACTS AND STATISTICS
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Location: Middle America, bordering the Caribbean Sea and the
Gulf of Mexico, between
Belize and the US and bordering the North Pacific Ocean, between
Guatemala and the US
Capital: Mexico City
Climate: varies from tropical to desert
Population: 104,959,594 (July 2004 est.)
Ethnic Make-up: mestizo (Amerindian-Spanish) 60%, Amerindian
or predominantly Amerindian 30%,
white 9%, other 1%
Religions: nominally Roman Catholic 89%, Protestant 6%, other
5%
Government: federal republic

3. RELATIONSHIPS AND COMMUNICATION
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The only way to know a person in Mexico is to know the
family.
Personal relationships are the key to business success.
It is critical to use "business family" connection.
Mexicans never say ”No“.
Titles are important.
Mexicans are very forthcoming about their families and
private lives; they will expect you to do the same.
Don‘t be annoyed by meeting interruptions.
Showing respect for authority is important.
Mexicans are warm and gracious.

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The right connections facilitate business success.
You will be judged by the person who introduces you.
It is important to include an upper-level executive in your
delegation.
After the initial getting-to-know-you meeting, the senior executive
may not attend meetings or be visible.
This indicates you are now getting down to business.
Demonstrating trustworthiness, sincerity, and integrity are crucial to
building relationships.
Expect to answer questions about your personal background, family
and life interests.
The old Mexican saying is that "North Americans live to work, but
Mexicans work to live!"
Mexicans respect their sense of time and traditions.
They do not embrace the time-is-money mentality of many other
cultures.

5. MEXICAN CULTURE
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Low level of tolerance for uncertainty.
Strict rules, laws, policies, and regulations are
adopted and implemented.
The ultimate goal of this population is to control
everything or avoid the unexpected.
The society does not readily accept change and is
very risk adverse.
“Mexico is second to none” attitude.

6. MACHISMO
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Machismo literally means 'masculinity'.
There are different outward behaviours to display
machismo.
For example, making remarks to women is a
stereotypical sign of machismo and should not be
seen as harassment.
Mexican males generally believe that nothing must
be allowed to tarnish their image as a man.

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Second highest Masculinity ranking in Latin
America.
Country experiences a higher degree of gender
differentiation of roles.
The male dominates a significant portion of the
society and power structure.
This situation generates a female population that
becomes more assertive and competitive,
although not at the level of the male population.

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Mexico has a low Individualism ranking.
Society is Collectivist.
This is manifest in a close long-term commitment
to the member 'group', be that a family, extended
family, or extended relationships.
Loyalty in a collectivist culture is paramount, and
over-rides most other societal rules and
regulations.
The society fosters strong relationships where
everyone takes responsibility for fellow members
of their group

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Mexico ranks high in Power Distance.
High level of inequality of power and wealth within
the society.
This condition is not subverted upon the
population, but rather accepted by the culture as a
whole.

10. MEXICAN FAMILY VALUES
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The family is at the centre of the social structure.
Outside of the major cosmopolitan cities, families
are still generally large.
The extended family is as important as the nuclear
family since it provides a sense of stability.
Most Mexican families are extremely traditional,
with the father as the head, the authority figure
and the decision-maker.
Mothers are greatly revered, but their role may be
seen as secondary to that of their husband.

11. HIERARCHICAL SOCIETY
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Mexican society and business are highly stratified and
vertically structured.
Mexicans emphasize hierarchical relationships.
People respect authority and look to those above them for
guidance and decision-making.
Rank is important, and those above you in rank must always
be treated with respect.
Authoritarian approach to decision-making and problemsolving.
Mexicans are very aware of how each individual fits into
each hierarchy--be it family, friends or business.
It would be disrespectful to break the chain of hierarchy.

12. BUSINESS MEETING ETIQUETTE
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Business appointments should be made at least 2 weeks in
advance.
Reconfirm the appointment one week before the meeting.
Reconfirm the meeting again once you arrive in Mexico.
Arrive on time for meetings, although your Mexican business
associates may be up to 30 minutes late.
Do not appear irritated if this occurs as people often run
behind schedule.
Meetings may be postponed with little advance warning.
Initial meetings are formal.
Have all written material available in both English and
Spanish.

13. BUSINESS NEGOTIATION
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Mexicans are status conscious, you should always have
someone on your negotiating team who is an executive.
If you do not speak Spanish, hire an interpreter.
It will take several meetings to come to an agreement.
Face-to-face meetings are preferred over telephone,
letters or email.
Negotiations and decisions take a long time. You must be
patient.
Deadlines are seen as flexible and fluid, much like time
itself.
Negotiations will include a fair amount of haggling. Do not
give your best offer first.
Do not include an attorney on your negotiating team.