Negotiating with Managers from Mexico

Olivia Hernández-Pozas (), Habib Chamoun-Nicolas and Randy D. Hazlett
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Olivia Hernández-Pozas: Tecnológico de Monterrey
Habib Chamoun-Nicolas: University of St Thomas
Randy D. Hazlett: University of Tulsa

Chapter 8 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 169-187 from Springer

Abstract: Abstract Today, Latin America and Mexico are playing an increasing role in global negotiation with more international businesses having operations in the region. This makes knowledge of their business cultural norms paramount. Mexico is extraordinarily attractive to international businesses because of its location, its productive capacity, its growing domestic market, its ongoing reforms, and its many trade agreements. In this chapter, we examine the cultural differences in negotiation and the factors that affect the negotiation style of Mexico. We note the Mexican negotiation style as having the characteristics of a continuous friendly struggle for survival. Mexican negotiators typically utilize many persuasive skills while avoiding confrontation.

Keywords: Cross-cultural; Global negotiations; Latin America; Mexico; Negotiation style (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_8

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DOI: 10.1007/978-3-030-00277-0_8

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