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Style of negotiation, integrative
Style of negotiation, integrative
Business negotiation case study
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Negotiations in the Mexican Culture
Doing business in Mexico really is different. To some degree this relates to different laws and regulations or different responses to the business climate, but to a substantial degree, the culture of Mexico impacts tremendously on how you conduct business relationships and, more importantly, whether you succeed.
Fundamentally, successful negotiations in Mexico require you to bear several critical topics in mind. In general, these are as follows:
· A more personalized relationship between business partners or those seeking to create business relationships
· A more hierarchical business and government structure
· A more formalistic approach to transactions and regulations
· Cultural sensitivity to a perceived historical pattern of exploitation
Let’s consider each in turn.
RELATIONSHIPS
While relationships are critical in any successful business negotiation and any resulting business arrangement, they are doubly so in Mexico. In general, you should consider the first meeting strictly a “get to know you” session. You should not expect to cover substantive ground and specifics and are better advised to spend the initial session explaining yourself and what you or your company has to offer.
HIERARCHY
In Mexico, hierarchy, whether in business, industry or government, is a critical factor. Titles, and the prestige and perquisites that go with them, are deemed very important south of the border, and you fail to understand and respect them at your peril. In many cases, the title of a position is seen, both by the person holding it and by others, as more important than the compensation afforded the individual.
People with undergraduate degrees tend to use the title Licenciado (Lic.), generally meaning licensed. Mexicans, when calling on the phone, often will refer to themselves as “Licenciado Juan,” for instance. While seen as presumptuous by us, this is the norm in Mexico.
Particularly in initial meetings, both first- and second-tier individuals or groups of individuals may be present. However, there is not the kind of give and take that you might experience between teams of negotiators in the United States. The second-tier group will remain silent and, oftentimes, will pass written questions or suggestions to the senior team member to decide whether the issue or topic should be raised.
While things are changing in some respects, like it or not, Mexico is still a male-dominated culture at the business, professional, and government levels. While offensive to us, you ignore this reality at your peril when selecting a negotiating team. Oftentimes, in my negotiations in Mexico, I carried much of the negotiating load because my boss, who was an extraordinary academician and executive, was female and we already had one other senior female vice president on the team.
In the United States’ current state of war with Iraq, its relationships to other world powers have become increasingly important. The U.S.’s relationship with Mexico, in particular, has emerged as one of the most crucial relationships that the U.S. must work to maintain in this state of war. In recent years, the U.S. and Mexico have established and developed a famously strong relationship, and the friendship between U.S. President Bush and Mexico President Vicente Fox has continued to solidify the connection between the two countries. Bush was quoted in the Economist as saying, back in 2001, “America has no closer relationship” . The closeness of this relationship has placed both countries in precarious, high-pressure positions relative to one another with regard to the war in Iraq. In particular, negotiations between the two leaders on issues of trade and immigration laws have shaped the current relationship between Mexico and the U.S. and have consequently contributed to the strain that both leaders have felt, and continue to feel, as they struggle to maintain this close relationship in the face of the war. More specifically, recent developments, or lack thereof, with regard to these issues have significantly influenced Fox’s decision of whether or not to support the U.S. in the war against Iraq. Furthermore, media portrayal both of negotiations between the two countries and of the effects that the negotiations are having on U.S./Mexico relations is influencing public perceptions of the relationship in both countries, and, as a result, may even be affecting the relationship itself in the process.
...sm in democracies such as the United States, the Mexican economy seemed too vulnerable and easily controlled by foreign investors to operate in a globalized open market.
Mexican women tend to get frustrated when it comes to workforce. One reason is because they feel they don 't get
The agreed upon contract between the government of Bangladesh and Niko Resources Ltd. consisted of Niko being able to revive two abandoned gas fields in Bangladesh to replicate their famous Indian success story. Although no fatalities were reported in the two blowouts, Niko Resources Ltd. became the central focus of Bangladeshi politicians, journalists, activists, and villagers who tarnished their reputation while seeking compensation. In order to achieve a win-win outcome in the next phase of negotiation while reconstructing the reputation of Niko Resources Ltd. it is essential to acknowledge the underlying interests of both parties. Therefore, proposing an overlap of interest between both parties along with suggesting cultural differences that may be impacting further negotiations and their respective solutions can be a useful tool in achieving the preferred outcome.
Culture is customs, arts, social institutions, and achievements of a particular nation, people, or other social group. It includes behaviors, attitudes, beliefs, values, and norms that is shared by a group of people to sustain their lives. Mexican culture is influenced by their familial ties, gender, religion, location and social class, among other factors. Today life in the cities of Mexico has become similar to that in neighboring United States and Europe, with provincial people conserving traditions more so than the Mexican living in the city. In the United States Mexican includes any person of Puerto
When we hear discussions or read articles about drug wars, killings, and illegal immigration into the United States, many of us immediately think of Mexico. As a nation, Mexico is a much greater country than these commonly referred to issues. Mexico is a country with a broad history, deep family culture, and an economy fueled by oil and tourism. The United States Department of State (USDS) offers a broad range of information on countries outside the US, including Mexico. I found a wealth of information about Mexico through the USDS Background Note provided on their website located at www.state.gov. I will outline for you the key information found in this report, and others, related to the Mexican economy, culture, and more.
Team members do still get training that aims to teach them how to work during a negotiation. They practice talking over a specialized phone that is tossed to a suspect during a negotiation. During the call one person takes the lead in the conversation, another listens to help analyze the conversation and a third acts as a scribe, Fridley said.
Media portrayal of Mexico City is very alarming. Americans are fearful to have any kind of communication or connections with the city. Especially when they hear the media talk about the high volume of violence occurring in Mexico City. It affects the interest of great corporations, and the partnership with the United States and many other countries that might want any kind of engagement with the City. Mexico City is home of beautiful culture and traditional history, the attractions are the main reason why tourists visit, but few years ago there has been a decline in tourist rates. All of the mention reasons are the aspects that are shaping Mexico City today.
...Mexican culture today. Combining the traditional and native ingredients, with the more modern ingredients of Europeans, Mexican culture food has found a unique character to it that cannot be replicated anywhere else in the world. There are minor discrepancies in tastes and preferences that do occur from region to region, but this is something that is perfectly understandable, and it happens in almost all countries across the world.
Mexico’s has a rich history, culture, economy, and government. Prior to the Spanish arrival, Mexico was habited by Indian groups with varying economic and political systems. The communities that lived in the north comprised of gatherers and hunters. However, agriculturalists populated the rest of the country. They were a dense population and were characterized by varying cultures (Miller, 2015). The county has developed tremendously since the Spanish conquest. The government has also changed continuously over the years.
Gustavo Arellano, the author of Ask a Mexican said, “Your life depends on a random stranger who could kill you, will probably disrespect you, and will most likely pay you much less than you deserve. But even those prospects are better than the ones you used to have. This is the life of los jornaleros – the day laborers.”
Negotiation, as we’ve learned, is the process of communicating where parties can discuss problems and/or targets and attempt to solve them via dialogue in order to reach a resolution. While many individuals feel successful negotiations are due to a natural skill, the truth behind reaching a prime agreement is preparation. You need to know the issue, know yourself, and know your party. This type of preparation also includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your counteroffers.
A businessperson needs to understand that the Mexican government plays a large part in establishing a business in Mexico. The government in Mexico influences and controls the Mexican business world, as most business transactions require a permit. Because of the strong government influence, many business practices in Mexico are corrupt. Not understanding or taking the time to learn Mexican business etiquette along with rules and regulations, one can find themselves in a compromising position. This paper intends to provide the necessary details such as customs, etiquette, mannerism, and culture of doing business in Mexico.
The search for identity in Mexico has been a continuing exploration of many different cultures and realities. Although Mexico has an established democratic political system, cultural uniqueness has been in flux since the invasion of Spain in 1492. The Aztec culture was well instituted and was a direct decedent of the Olmec civilization that formed the Mexican identity over a thousand year reign. However over a two year attempt at genocide by the Spanish conquers the Mexicans have been struggling with an inability to recapture their roots ever since.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.