A comment from .hj highlighted an important issue when doing business in Mexico. He wrote ” (Mexicans) will try to deliver a message using indirect messages and almost never telling things directly for it is consider unpolite”
Etiquette and formal behaviour is expected in Mexican business negotiations, especially with international clients or suppliers. This will become more relaxed and informal over time, as the trust is reinforced and expectations are met on both sides.
It is all about mutual respect.
The formal rules and behaviours (etiquette) that enhance and create an atmosphere of respect have been broken down or eliminated in the USA, but in Mexico they are critical and very much a part of business dealings.
The Mexican business person does not like to create a confrontation or criticize openly, it is considered rude and ill mannered. One should be very perceptive to what is being said by your Mexican partner, what is being avoided and the implications of each behaviour.
One should avoid open criticism of the Mexican partner. They expect the same formality given to you, it is embarrassing and awkward if one begins to point fingers and rant and rave.
Make comments and observations about areas that need attention, strategies and solutions that must be adapted and challenges that must be met instead of criticism of past performance. Discuss what is working and what isn’t working, but don’t personalize it.
You may not hear direct criticism of an idea or proposal, instead there might be suggestions of alternatives.
Your ideas, proposals and solutions may be greeted by nodding heads and smiling faces, but it may only signify that the audience is listening, and not in complete agreement.
Decision-making on sensitive or unpopular issues may be delayed and not openly debated. Give your Mexican partner time to deal with these issues, and don’t force a decision in public.
If able to plan the meetings in advance, propose an agenda, and include the issues you need to discuss, or that require a decision. Give them time to prepare for the meeting and the decision-making required. Don’t demand a decision in an open meeting.
Lunches and informal settings are where the real business discussions and dialogues will take place, and even then, will be presented may be in a vague and non-confrontational manner. Use these moments to explain and explore the ideas, benefits and alternatives. Listen.
Present yourself and treat your business relationships as a well educated respectful gentleman, not like a threatening conquering warrior barbarian. Participate, listen and react to business situations with poise, calm and politeness.