Negotiating with Managers from Mexico

  • Olivia Hernández-PozasEmail author
  • Habib Chamoun-Nicolas
  • Randy D. Hazlett


Today, Latin America and Mexico are playing an increasing role in global negotiation with more international businesses having operations in the region. This makes knowledge of their business cultural norms paramount. Mexico is extraordinarily attractive to international businesses because of its location, its productive capacity, its growing domestic market, its ongoing reforms, and its many trade agreements. In this chapter, we examine the cultural differences in negotiation and the factors that affect the negotiation style of Mexico. We note the Mexican negotiation style as having the characteristics of a continuous friendly struggle for survival. Mexican negotiators typically utilize many persuasive skills while avoiding confrontation.


Cross-cultural Global negotiations Latin America Mexico Negotiation style 


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Copyright information

© The Author(s) 2019

Authors and Affiliations

  • Olivia Hernández-Pozas
    • 1
    Email author
  • Habib Chamoun-Nicolas
    • 2
  • Randy D. Hazlett
    • 3
  1. 1.Tecnológico de MonterreyMonterreyMexico
  2. 2.University of St ThomasHoustonUSA
  3. 3.University of TulsaTulsaUSA

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