Negotiation Skills Training Seminars
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment seminars and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested seminars. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our classes provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training seminars please
contact us.
Negotiations
Training
Business
Negotiations in Mexico:
Negotiating with
Mexican Counterparts
The signing
of the North American Free Trade Agreement ushered in a great deal
of
new business opportunities
for United States-based companies looking to conduct business in
Mexico and Canada. These opportunities have opened up new markets
to American products, increased
operating
efficiency and enabled all three signatories to become an effective
trading bloc.
With the signing
of NAFTA came the realization for many businesses that they were
ill-equipped to deal with their Mexican counterparts. Today, typical
American businessmen used to
negotiating
in corporate offices in cities like Manhattan or Chicago are
now learning how to
adapt
to negotiations in Mexico City or Monterrey. Standard
negotiations
training in the United States certainly helps but there are
many variations and nuances that need to be known and understood.
Listed below are several major
negotiations
tips that will help you when dealing with Mexican businessmen:
* Relationships
are Key - Just like many European and other South American countries,
business relationships are very important. Take the time to cultivate
a relationship with
your
counterparts before trying to move forward too quickly. Your
counterparts will want to get to know you and appreciate someone
who is
willing
to respond in kind. Once a relationship is established, your
business dealing and negotiations will go smoother.
* Get Ready
for a Slower Pace - Business negotiations in Mexico tent to operate
at a slower pace. Discussions may be more prolonged and decisions
may be drawn out and, at times, arduous. Negotiations that may normally
require one or two trips in the U.S. may necessitate multiple trips
to Mexico.
*
Flexibility
is Important - Mexican businessmen are more apt to be flexible
and come up with
creative
ideas and solutions during a negotiation. They are less likely
to want to stick to hard and fast rules. This is good as it will
enable both parties to work together to work through tough negotiations.
* Appealing
to Emotions - Since many decisions are made based on relationships
and subjective criteria, oftentimes,
emotional
appeals can be quite effective. Help them receive personal satisfaction
from a negotiation as achievement an honor is important in Mexican
culture.
*
Be
Prepared to Bargain - A great deal of give and take will take
place during a negotiation with both sides asking for more or trying
to work out more favorable details. This is customary and to be
expected. Some may see it as the "Nibbling" tactic but
it is a typical aspect of negotiations in Mexico.
* Indirect Answers
are Common -
Indirect
answers are quite common and there are times when a "maybe"
or "perhaps" may truly mean no. You'll have to become
accustomed to this reality. You will need to learn to read through
this type of communication and at times use it yourself. If you
aren't receiving as direct an answer as you like, avoid pushing
too hard.
*
Negotiating
with the Top - Generally, those involved in a negotiation may
be at all levels. However, decisions tend to come from the top.
Keep this in mind as the people who may be at
the
negotiating table may or may not have authority to make a final
decision. Once you have come to terms on a specific item or issue,
draft up a final contract, letter of understanding or other document
to confirm your agreement.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
|