Since Mexico is a country with very characteristic people and culture, we strongly advise getting to know the Mexican entrepreneurial culture first before you venture to conduct any business in such market. How does one greet in Mexico? How are negotiations conducted? What's the proper attire? How does one establish contacts? Is it necessary to offer a gift? Is it accepted to drink tequila at a business dinner? The answers to these and other questions are found in this section of our site. Important notice: The information of this section is a summary of the following sources. The use of this information shall not have any other purpose different from its informative use only, and shall not be understood as an official position of the PIAPYME itself.

The following subjects are covered:

• Greeting
• Establishing Contacts
• Business Meetings
• Doing Business
• Conversation
• Other Abilities: PR in Business
• Business Attire
• Language

Source:
 "Put Your Best Foot Forward" series by Mary Murray Bosroc
http://www.windowontheworldinc.com
“Executive Planet” 
http://www.executiveplanet.com/business-etiquette/Mexico.html
“Kwintessential Language and Culture”
http://www.kwintessential.co.uk/resources/country-profiles.html 

• Greeting

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Mexicans are warm and cheerful people, and physical contact is a very important aspect when greeting. Avoid distancing yourself and try not to avoid physical contact, since your coldness could be considered as a rude attitude. When greeting a businessman, protocol states that a handshake is the most proper, though a “Mexican” handshake last longer than in most European countries. Remember not to squeeze too tight. When a business relationship has moved on to friendship level, your handshake might change into a brief embrace. It is a simple ritual, but a very important one, which can more completely be described as a handshake, followed by a "bear hug", accompanied by a light pat on the back and finished off with a second handshake.

Since status and professional achievements are important in Mexico, always address to a Graduate; a Ph.D.; an Engineer, etc. that officially hold their Professional Degree.

• Establishing Contacts

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A good personal relationship is the basis of commercial success in Mexico. Mexican businessmen tend to become friends before going into business together. With the purpose of establishing this friendly relationship, you will need to learn to be tolerant and patient, as well as make multiple visits.Being introduced to the right people by the right people is quite important, and even to be introduced by a mutual friend is the best way of initiating contact with Mexican businessmen.

Furthermore, it is important to be well informed about the people with whom you have the intention to do business. Normally, your counterpart may be well informed about you.

In Mexican enterprises, hierarchy, status and position are generally more important and respected than in Western Europe companies. For this reason, it is of capital importance to directly negotiate with the people that are making the decisions.

• Business Meetings

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In general, the working hours in the big cities of Mexico go from 9 am to 6 pm. Lunch time is commonly observed between one thirty and four o'clock, and it normally takes one hour, two at the most. Normally, weekends are reserved for free time with the family and friends; hence, programming a business meeting during the weekend won't always be appreciated. If possible, allow your counterpart to choose the day & time of your business meeting. Once you arrive in Mexico, contact the person with whom you'll have the business appointments in order to let them know that you are already in the country and to re-confirm the programmed reunion. It is expected from the European businessman to be punctual, so it is advisable for you to arrive early to meetings, though you might expect your counterpart to arrive up to 30 minutes late. It is normally expected that on first meet the representatives of your company be older (e.g. Seniors) and it is common practice that, after the first meeting, someone of a lesser hierarchical level of the company is sent out to do follow-up work.

Try not to rush into the matter of your business discussion too early in conversation, but rather wait for your counterpart to naturally end the customary small talk before diving into the matter that concerns your business meeting.

It is always advisable to have an Agenda of your business issues for the meeting; however, you should be prepared and be flexible since Mexicans love to leave their doors wide open and work creatively. If new ideas come up during a business meeting take them seriously.

• Doing Business

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In Mexico, deadlines agreed upon are more flexible than in Europe and are not as strict.  In order to be polite, Mexicans try to avoid directly replying "no", therefore, often times a shy "sí" (“yes”) or "mañana" (“tomorrow”) may substitute the “no” reply. We recommend that in order for you to convince a Mexican, emphasize the personal aspects of your business proposal, for example, evidence the advantages of conducting business with you as well as the benefits that his/her organism/company or enterprise may obtain; also refer all of the benefits that the city or country may provide by doing business with you. In general, Mexicans see each situation or problem as unique and thus they need a specific solution. The rules, procedures and the law are not the only way of dealing with a problem. Frequently these factors are catalogued as indicators of how one should proceed while conducting business in Mexico.

It is important that your presentation and demeanour are well done and prepared. Pay special attention to promotional material, letters, personal attire and even such things as the accommodations you choose. Your Mexican counterpart will notice these little details and assign a value to all these factors.

Unfortunately, a hint of "machismo" still colours the world of business in Mexico. In some parts of the country business women might face managers of older age who aren't familiarised to negotiating with women in a position of authority. Nevertheless, foreign women are always treated with respect and good and proper manners.

• Conversation

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Try to visit a bit of Mexico or to read about the country before beginning with your businesses.

A genuine interest and a display of knowledge about the country are quite appreciated and may provide you with an excellent subject to start with your initial conversations.

Mexicans have a very strong sense of national belonging and are very proud of their country. For this reason avoid comparing Mexico in a negative way with your origin country. Also, it is quite delicate to talk about religion, politics and indigenous people in this country.

• Other Abilities: PR in Business

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Do not refuse an invitation to the home of a Mexican or the occasional informal meeting; these are situations in which you will have an opportunity to further build crucial relationships. For this reason, refrain from delving into business matters during these encounters. But do take the opportunity to establish an even better relationship with your business partners. Unlike business meetings, it isn't required that the guests arrive on time to parties and dinners. In the interest of avoiding you unnecessary wait, arrive at least 45 minutes later than the appointed hour. You need to be aware that Mexicans drink less alcohol per capita than in European countries, so it is advisable not to drink more than your Mexican counterpart, especially if you're a woman. Socialising in Mexico takes time, so we recommend you not to schedule other business meetings so as to not appear hurried or indifferent on your quick goodbye. It is advisable to return the favour and invite your Mexican counterpart to a prestigious restaurant. Remember that making elegancy evident is so important. This is especially expected from foreign businessmen. If possible, try to pay the check in advance and avoid discussions over who is to pay.

It isn't vital to offer gifts in order to achieve commercial successful business negotiations in Mexico. However, a small gift is considered a nice touch of good intentions and could be a wise first step to strengthen friendships.

If a Mexican invites you over to his or her place, bring a small gift and avoid putting your host in an awkward position by showing up with an expensive gift.

To avoid failure, always wear a dark business suit and a tie. In general, proper business attire is more formal than in many European countries.

A feminine and elegant yet conservative outfit is the protocol for business women. Use: makeup, heels, perfume and an elegant suit of dress.

• Language

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Spanish is the official language of business in Mexico, nevertheless, in the big cities and the Northern parts of the country the majority of people in medium-high and higher classes speak English. The young and well educated generation speaks English fluently.

As you step out of the big cities' boundaries or outside the Northern part of the country it is advisable to contract the personal services of a professional business interpreter.

Speaking some Spanish will give you an enormous advantage over those competitors who don't speak the language.