Abstract

CAMACHO GOMEZ, Manuela. How do mexicans negotiate?. Pensam. gest. [online]. 2014, n.37, pp.114-124. ISSN 2145-941X.

The area of international business requires executives and functionaries with leading competences. Among them is the mastering of communica-tion and negotiation processes. Under these requirements, negotiators of different cultures have characteristics which make them outstand among their pairs from other countries. In the case of Mexicans, they tend to be similar to their Latin American colleagues since their negotiation philosophy is that of bargaining and the perception of the other party is based on friendship and trust. Protocol, handling of emotions and meeting commitments are aspects which differentiate the national negotiation process. With the definition of the Mexican negotiation characteristics we want to visualize the Mexican style of doing business and the cultural elements that must be taken into account by those who pretend to develop more effective negotiations withgthe Mexican colleagues.

Keywords : mexicans; negotiations; intercultural.

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