Mexico Business Etiquette

Business travelers will find Mexico a welcoming country, especially after they have made a few visits and have spoken with the same contacts a few times. Successful business relationships evolve with personal friendships. Visitors should be open to meeting many people. English is widely spoken among most businesspeople.

A handshake is the common form of greeting for both men and women. A "Latin kiss" on the cheek is common between men and women, as well as between women and women. This greeting is typically for people who know each other. Men may greet each other with a handshake and a one-arm hug. Visitors should stand when introduced to someone. It is considered polite for men to stand when a woman enters the room. There are no special customs used in exchanging business cards. It is not necessary for them to be printed in Spanish. Initial business conversations may be very formal but will grow less formal over time. Familiarity and friendship are an important part of successful negotiations. You may use first names when addressing business contacts. However, when meeting or speaking with your contact's superior, use that person's title and surname until invited to do otherwise. Use sir, senor, senora and other titles as appropriate. Professional titles such as arcitecto and arcitecta (if you are addressing an architect) are sometimes used. It is common for Mexicans to have two surnames. The second surname is the mother's name. For example, if a business card reads Jorge Luis Gonzalez Cardenas, you may address the person as Senor Gonzalez. Age is respected, but titles are more respected. As with most things, visitors should follow the lead of their hosts. A visitor's marital status will have no bearing on the conduct or success of business meetings.

In conversation, visitors should maintain a distance of about an arm's length. Visitors should stand in a relaxed manner, with hands at the side or behind the back. Visitors can expect a friendly pat on the back from their host and may reciprocate if they wish.

English is widely spoken in business circles, and visitors should expect their hosts to speak English well enough to conduct business. Occasionally, older or senior-level management will have limited English ability. Should an interpreter be necessary, your hosts will arrange for one. Useful Spanish phrases: Soy arrepentido, no hablo espanol. "I'm sorry. I don't speak Spanish." Hablas ingles? "Do you speak English?" Buenos dias. "Good morning." Buenas tardes. "Good afternoon." Buenas noches. "Good evening." Gracias. "Thank you." Por favor. "Please." Volume of speech is moderate. Slang and profanity should be avoided.

It will be useful to have a local intermediary to make initial introductions, but this is not necessary. Visitors will be given more time and consideration when they are introduced than they would if they made a cold call. Business visitors may phone the commercial section of their local embassy in advance of a visit to get advice regarding sponsorship. Mexican embassies in your home country are another good source of information. Appointments may be scheduled a few weeks in advance. Be punctual but don't expect the same from your hosts. You may be kept waiting, the meeting time may be changed at the last minute, or the meeting may be canceled.

Business meetings may be conducted in offices or during meals. During the first few meetings, you may feel nothing is being accomplished, even if the discussion is business related. This is normal, as your host is getting to know you as a possible new associate. You will most likely be offered refreshments during the meeting. There will be small talk at the beginning of meetings. Mexicans enjoy the usual kind of small talk—current events, sports, weather. Mexicans are proud of their country, and a positive comment about the country or the people will be appreciated. Any attempt at Spanish is also appreciated. Political discussions are acceptable, but avoid criticizing Mexican politics or politicians. A soft-sell approach will work better than a hard sell for long-term relations.

Breakfast meetings may occur anywhere from 8-10 am. Lunch typically starts 2-4 pm. Dinner is generally later and may begin anywhere 8-11pm. Business meetings may occur at any meal but are most common at lunch or breakfast. Breakfast lasts about 30 minutes, lunch lasts about two hours, and dinner may last two or more hours. You may be invited to dine in a private home, though this is not likely until your host has known you for some time. Meals take place at a table. There is no set seating arrangements. The hosts will usually indicate where visitors should sit. Men and women dine together Men stand when a woman arrives at or leaves the table. There are no unusual taboos at meals. You may leave what you do not like on your plate. If you cannot eat certain foods, simply explain this politely to your hosts. There are no rules about leaving cutlery in a certain way at the end of a meal. Certain Mexican dishes may require that you eat with your hands. If this is the case, something will be provided for cleaning up. Napkins will be provided. Use them as you would at home. It's best to avoid leaving the table during a meal. If you must, make an appropriate remark and then leave. Alcohol will more than likely be served or offered at an evening meal. You may decline. Simply say "No thanks" or "No gracias." The common toast is Salud! (for health). The most senior host or visitor usually initiates a toast. If your host invites you to a restaurant, the host will expect to pay. If you offer to pay, your offer will be declined. If you are hosting the meal, note whether the tip is included on the bill (servicio incluyo). If the tip is not included, the same percentage is appropriate as in the U.S. and Canada.

Depending on the business and the location, business suits are appropriate attire for both men and women. If the location is in a tropical climate, a polo shirt and slacks will suffice for men, and women may wear knee-length skirts with blouses. Casual clothes are acceptable as the climate allows. Shorts are appropriate for the climate but not for business meetings. Sneakers are acceptable with casual attire but not for business meetings.

Visitors may give small company gifts to their hosts. Flowers also are an appropriate gift. Gifts should cost about US$25. It is always a good policy to write thank-you notes after entertainment or for a gift.

Mexico is a male-dominated society, but this is changing. It is becoming more common for women to be in positions of authority. Women may initially encounter moderate difficulty when doing business in Mexico. This is easily overcome with familiarity. Women in senior positions will receive the same respect as their male counterparts. Women are not prevented from visiting any particular places or events. The rules are the same for men and women on public transportation. Marital status has no bearing on how one is treated in business situations. A woman will not experience unwanted attention if unaccompanied in public.

Mexico is predominantly Catholic. Avoid staying in cheap hotels. If the host's business is affiliated with a specific hotel, stay at that hotel. Expect busy roads and be a defensive driver. It is not necessary to hire a driver, though it is affordable. Taxis are affordable and common throughout Mexico. Visitors should refrain from taking photographs of military installations.

Using some Spanish, even if you must do so haltingly, is appreciated. Try using it at least for greetings and for ordering food. It is not necessary to speak Spanish for meetings or negotiations. Personal relationships are an important element of doing business in Mexico. Good relationships can help you win against a competitor.