EXHIBIT 12.

3
HISTORICAL STEREOTYPES (CONTINUED)

Mexican Mexican N. American

Value View of View of View of N. American
Affected N. American Self Mexican View of Self
National Intent Intervention, Sovereignty, Lacking vision, Good natured,
imperialism, respect, discipline; needs missionary,
subversion recognition help to reform helpful, showing
flawed political others “the way”
and economic
systems
Work Ethic Obsessive Work not Lazy, work is bad. Work is the
materialism, inherently As seen in measure of a
don’t know redeeming; Mexican sayings: man. As seen in
how or when to something “Do not do today sayings “never
relax that must be what you can do put off until
done tomorrow” and tomorrow what
“work is sacred; can be done
don’t touch it.” today” and “an
idle mind is the
devil’s workshop.”

Tips for Doing Business and Negotiating with Mexicans

Mexican culture Mexican culture is high context, valuing beliefs in the divine, the
family, personal relations, and individual respect for dignity. In Spanish,
is high context. Mexicans customize the language by speaking metaphorically through
anecdotes, sayings, and jokes. Among Latin Americans, Mexicans are
the most status conscious—status is related to family, school, wealth,
position, and authority. Mexican managers are very individualistic; del-
egation and teamwork do not come naturally but must be learned.5
The following from Abbott and Moran offers a profile of Mexican
negotiators.6

Negotiating Guidelines in Mexico

Negotiating in Mexico is a complex and long procedure, covering

several stages. First, the parties involved must determine if they, as indi-
viduals or organizations, can do business together. Establishing a warm
working relationship with one’s counterparts is essential to the process
and facilitates the negotiation. The stage of getting to know one
another is crucial as a foundation for business; Mexicans will do busi-
ness with people for who they are, not who they represent. Talking
business in the initial stages of a relationship should be avoided.
Many Mexicans resent what they see as a long history of unfair treat-
ment by North Americans, and personal honor or dignity may be a
factor within the Mexican negotiating team.

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