DOING BUSINESS IN MEXICO - UNDERSTANDING CULTURAL-DIFFERENCES

Without doubt, cross-cultural differences have the potential to enhance or diminish the success of cross-border business alliances. Indeed, national culture powerfully influences managers' and employees' interpretations, understandings, and assessments of those with whom they work. Ignoring or discounting these influences in joint business ventures increases the potential for misunderstandings, conflicts, and failures. In this article, the authors describe the results of a study of managers and professionals involved with Mexican/U.S. joint ventures. Analysis of in-depth, qualitative interviews with these individuals uncover a number of ways in which cultural values create differences in behaviors, expectations, and interactions. Among these are such issues as decision making, management style, impression management, interpersonal trust, teamwork, the importance of relationships, the work ethic, and the role and treatment of women in the workplace. The authors conclude by identifying nine broadly applicable lessons for U.S. and Mexican managers who hope to be successful in their interactions with each other.