Business culture in Mexico

Entrepreneurs looking to establish good business relationships in Mexico need to learn about the country's unique business etiquette and culture.

Building Relationships and Establishing Trust

In Mexico, establishing personal relationships and building trust are fundamental to doing business. Mexicans value interpersonal connections and are more likely to do business with people they know and trust. Therefore, it is important to spend time building relationships on both a personal and professional level. Taking the time to make small talk, get to know your coworkers, and show genuine interest in their lives helps build a foundation of trust.

Learning about Mexican culture is also important. Take the time to research and understand Mexican culture, including their values, customs, and communication styles. Familiarize yourself with their social norms, traditions, and business etiquette in Mexico. This knowledge will demonstrate your respect and willingness to understand their point of view.

Meetings and Greetings

It is recommended to confirm the date and meeting several times in advance, as this is seen as an effort to meet. Mexican business contacts are more likely to be made over the phone than via email.

Mexicans are generally status conscious, so it is advisable to book meetings in a setting that reflects a person's standing and status. If the first meeting with senior officials is to take place away from the office, then first-class hotels and restaurants are suitable.

When meeting a member of the opposite sex, a basic handshake is sufficient. Women meeting a member of the same sex either shake hands or lightly touch the forearm. It is customary to greet the most senior person first. When doing business in Mexico, it is important to address people by their titles, such as "Señor" or "Senora", followed by their last name. Using formal language and demonstrating respectful behavior are highly valued.

Although English is becoming increasingly common, one should not assume that all Mexican business contacts will be fluent in it. It is best to check in advance to see if interpreters will be needed.

Punctuality and Flexibility

While punctuality is generally valued in Mexican business settings, it is important to understand that schedules can be flexible in accordance with business etiquette in Mexico. Meetings may start late and the agenda may change. Patience and the ability to adapt are crucial, as rushing or expressing frustration at delays can be seen as disrespectful.

Demonstrating flexibility and understanding cultural differences in time management can help build stronger business relationships. Arriving on time for meetings is still important; however, you may be kept waiting for 30 minutes or more. If it is a first meeting, small talk may take up a significant amount of time. Typically, small talk at the beginning of subsequent meetings lasts between 5 and 15 minutes.

In general, Mexicans tend to have a more relaxed view of time than cultures that prioritize punctuality. They may view time as fluid and adaptive, allowing for unexpected events or changes in plans. This view may influence their approach to punctuality, as they may be more tolerant of delays and flexible with their schedules.

Communication Styles

Communication in Mexico is often mediated and relies on nonverbal cues such as body language and tone of voice. Mexicans are warm and expressive, using gestures and body language that enrich conversations. Understanding these cues helps to engage in meaningful discussions and avoid misunderstandings.

Eye contact signifies trust and sincerity. Maintain it to show engagement and respect, but avoid staring to avoid confrontation. A gentle touch or pat on the shoulder conveys friendliness, reflecting the personal nature of Mexican business.

Gestures such as nodding are common, but their meanings vary. A nod can indicate agreement or simply listening; context is key. Smiles are universally indicative of friendliness, and a warm smile sets a positive tone for negotiations.

Mexicans tend to use more descriptive and flowery language, emphasizing politeness and avoiding confrontation. Paying attention to these subtleties is essential, as the meaning of words can differ from their literal interpretation. Additionally, active listening and allowing pauses during conversation demonstrate respect for the speaker’s thoughts and opinions.

Business culture is formal. However, open displays of emotion are very common and are even seen as a sign of active engagement rather than loss of control or aggression. If a Mexican business contact becomes emotional during a meeting, it is usually a sign that they are communicating their sense of commitment and interest. It is also best for foreign business contacts to appear as friendly and open as possible and to personalize each proposal, explaining how it can benefit the company as well as Mexico as a whole.

Mexicans tend to take their time making decisions, and it is best to refrain from making snap decisions to avoid appearing too hasty. Pushy sales, pressure tactics, and confrontation should also be avoided, as Mexicans value relationship building and harmony. Small side meetings may occur during a meeting, and it is not uncommon for people to interrupt colleagues mid-sentence. When the negotiation is over, it is better to return to small talk for a while.

In business settings, Mexican businessmen avoid saying "no" directly. If you fail to sign a contract or agreement after 4 hours of talking, the negotiation is lost. There must be interest on both sides. When there is none, a Mexican will never give you a loud "no". He is telling you: "We will study it, we will think about it, and when you get them to answer you again, they will tell you again what they think about it. Also, it is important to note that when a Mexican says "tomorrow", it may be tomorrow, but it may never be. It is not considered cordial for a Mexican businessman to say "no" to someone. directly.

Business Dress Code

Mexicans are generally very status conscious, and successful people are expected to dress smartly. It is important to be impeccably dressed in both business and social situations. Business attire in Mexico City is generally more formal than in other parts of the country. Dark suits with shirts and ties are appropriate for men. Women should also wear classic business suits or dresses with matching shoes. 

Business Cards

There is no formal protocol for exchanging business cards. It is recommended to give business cards with Spanish text on one side and hand the card with the Spanish side facing the recipient. Business cards are usually exchanged with everyone at the end of the first meeting.

Giving Gifts

Simple gifts may be exchanged after the first business meeting. Gifts are not required but may be seen as a gesture of goodwill. Gifts from your company (for example, a gift with the company logo) are appropriate for a first meeting. If you are invited to a Mexican partner's home, it is appropriate to bring wine, chocolates, or flowers (avoid marigolds and red flowers).

Table Etiquette

Business entertainment is an important part of negotiations and is seen as an opportunity to establish a deeper relationship. Business meetings may take place over breakfast and, more often, over lunch. They are usually long and can last more than two hours. Business matters may be discussed. However, it is best not to bring this up first unless it is absolutely necessary.

Alcohol is offered with lunch and dinner, but is most often consumed at dinner. It is customary to wait for the host to start eating or wait for a toast before taking the first sip.

The party extending the invitation is expected to pay the bill. However, this rule can be overlooked in a supplier-customer situation. If you are the customer, it is better to offer to pay, even if you are invited. Splitting the bill is not recommended. Showing appreciation for Mexican food and customs can go a long way in establishing rapport and building trust.

Business Hours and Days

• Banks: Open Monday through Friday from 9:00 a.m. to 4:00 p.m.
• Government Offices: Open Monday through Friday from 9:00 a.m. to 2:00 p.m.
• Businesses: Open Monday through Friday from 10:00 a.m. to 8:00 p.m. and Saturday from 10:00 a.m. to 8:00 p.m. It is not uncommon for businesses to be open on Sundays.

Public Holidays

• New Year — January 1
• Constitution Day of Mexico — first Monday in February
• Benito Juarez's Anniversary — third Monday in March
• Maundy Thursday and Good Friday — falls somewhere between March 20 and April 25
• Labor Day - May 1
• Battle of Puebla Day - May 5
• Mexican Independence Day - September 16
• Columbus Day - October 12
• Day of the Dead - November 1
• Mexican Revolution Day - third Monday in November
• Our Lady of Guadalupe Day - December 12
• Christmas - December 25

Periods when companies are usually closed:

• Christmas Break - one week from December 25 to 31, depending on the company
• Holy Week Break - the last week before Easter
• Summer Break - one week anytime from July to August