As has already been stated, many foreign-owned, multi-nationals operate out of Mexico and the business structures of these organisations will probably be heavily influenced by the corporate culture of the parent company.
Therefore, it may be possible to interact with an operation which works in a flat, matrix-style.
However, indigenous Mexican culture tends very much towards the hierarchical in both personal interactivity and the way in which business is structured. It is best to expect that the organisation you are dealing with will have a very centralised decision-making approach with all decisions of any importance being made by a few key individuals at the top of the company.
Take the time to understand the structure of the business to ensure that you are dealing with the right people. Time can be wasted negotiating with people who have little or no authority.
Ensure that you do not insult Mexican senior management by sending your junior employees to deal with them. It is always best to match levels of seniority during any interactions. (If a Mexican contact sends their junior people to deal with you, it is probably a good sign of lack of genuine interest on their part.)
Written and Produced by Keith Warburton
This country profile has been produced to give a short overview of some of the key concepts to bear in mind when doing business with contacts in Mexico. It is intended to be an aid to business people who have commercial dealings with counterparties in the country but should not be seen as an exhaustive guide to this topic or as a substitute for more substantial research should there be a need.
With this in mind, we have covered the areas which are key to a better understanding of the cultural mindset underpinning business dealings in Mexico and which are, quite often, extremely different from the approach and thought processes associated with business in other parts of the world.
Therefore this briefing note is broken into short, bite-sized sections on the following topics: