Negotiation with USA.

Carlos Enrique MejíaCarlos Santiago ZazuetaMiguel Antonio ZamudioCarlos Eduardo Zazueta

Francisco de la GarzaKlauss Schiller

The Business Environment of North America

It’s the largest economy in the world. A climate of free enterprise (most of the laws

are designed to promote competition). North Americans tend to take business quite

seriously compared with most of the rest of the world.

Fixed ideas about the behavior of American negotiators are particularly dangerous because of the enormous heterogeneity in the backgrounds of the negotiators.

The Business Environment of North America

The American negotiator report card:Skill: Comment:

Planning the negotiation. Most American negotiators would rather take a beating than do any kind of

business plan, but our logical orientations help us along.

Win-win approach. Competitiveness is hard to overcome.Cultural IQ. Often well-traveled but not well-versed as

to how our counterparts really think and behave.

Adapting the negotiating process to the host country environment.

Old habits are hard to change, especially when they work so well in the massive U.S.

market.Patience. Are you kidding? “Time is money”.

Listening skill. Among the greatest interrupters in the world

Using language that is simple and accessible.

The English language is complicated enough and we complicate it even more

with jargon, slang, and acronyms.

High aspirations. Often a strong pointPersonal integrity. American negotiators have a reputation for

sticking to their word.

Building solid relationship. No global warming on our part. “Sounds really good, but I’ve got ‘real’ business to

do”, is typical approach.

There are seven main challenges in keeping a firm footing where U.S. negotiators tend to stumble. They are called SIN’s (Slips in international negotiations):

1. Falling into the win-lose trap.2. Ignoring culture gaps.3. Failing to recognize the host country‘s negotiation

obstacles.4. Being in too much of a hurry.5. Not listening for communication barriers.6. Wearing blinders with respect to relationships

emotions.7. Using language that is too hard to understand.

In North America it is very important individualism

created a social status Leadership in business is very difficult to work in a team even the teams there is always one who

makes the decisions and not in team

Individualism vs Collectivism

North Americans usually try to create informality in business to create so pursuant

however French Canadians used the formality

Role orderliness and conformity

North Americans are very direct when speaking, if you do not like something I will say, do not feel bad

Each region uses different expressions so if you do not understand something ask

During the negotiation, interrupt and joke too

Verbal communication

they take away with the other people

never really embraced by two executives to make a business

Handshakes is firm and brief

Nonverbal Communication

Monetary Unit: Dollar Major Industries: Petroleum, steel, motor

vehicles, aerospace, telecommunications, chemicals, electronics.

Trading Partners(Exports): Canada (23%), Japan(12%)

Imports: Japan(20%), Canada(20%) Key exports: capital good, automobiles,

consumer goods, industrial materials, food and beverages.

Fast Facts of USA

Key imports: Petroleum, machinery, automobiles, cosnumer goods, industrial materials.

Major cities: Washington D.C., New York, Los Angeles and Chicago.

Ethnic Groups: Caucasian(80%), Black(12%), Hispanic(9%), Asians (3%)

Main religions: Protestan(61%), Roman Catholic(25%), Jewish(2%), other(5%), none(7%)

Languages: English, Spanish minority.

Greetings: Shake hans firmly and briefly with both men and women. A peck on the cheek or a hug may be used between man

and women who have been acquaintance long time. First name are used in most bussines situations(Mr. , Mrs. ,

Miss. ) Common gretings are Pleased to meet you and How you

do?, Casual include Hello, Howdie. Bussines card are routinely exchanged in bussines but not

in social settings.

Reducing Communication Noise

Conversation: Americans enjoy talking about bussines, travel, curren

and world events. Movies and restaurants are leisure activities.

Sports such as baseball, golfing, basketball american football are a good way to create a conversation. Hunting and fishing as well but more in rural parts.

Americans like their physical space and stand about a 2 feets from each other during a conversation.

Good eye contact in a interval of 5 to 7 seconds with break of 2 or 3 seconds, this sustained eye contact is perceived as a sign of sincerity, and truthfulness.

Make prior appointments and be punctual.

Get to the point on your discussions. Expect negotiations to move quickly.

Be polite, but be direct and candid in your comments: “Tell it like it is”. Be open and avoid indirect answers.

Don’t expect large U.S. negotiation teams. Typical teams are from 1 to 5 persons.

Key Negotiating Pointers.

Make proposals and presentations detailed, factual, and formal.

Leave yourself some room to negotiate.

Common tactic for U.S. sellers: “Take it or leave it.”

Respect deadlines. Americans are extremely time-conscious.

Expect contracts to be very detailed and lengthy.

Business entertaining is usually done in restaurants.

Business breakfasts, lunches, and dinners are common. Dinners start about 7:00 p.m. to 9:00 p.m.

Is common to discuss business during a meal. In fact, you must do it.

Tips are not included in restaurants bills. A 15% tip is typical.

Day-to-day Pointers.Business Entertainment

Guidelines.

Serviettes are usually placed in the leg. The left hand often rests in the leg during the meal.

Americans usually eat with fork in the right hand. The fork is switched for cutting.

Rest one’s elbows on the table is considered poor manners.

There is a rich variety of food: beef, pork, and chicken are popular meats.

The large number of fast-food restaurants reflects the busy U.S. life-style.

Table manners and Food.

Women occupy more key professional and managerial positions compared to other countries.

Business people can expect doing business with a women as well as a men.

Women comprised more than 50% of the total U.S. labor force. 

Both parents often work outside the home. Only 7% of the U.S. population lives in a “traditional American family.”

Gender Issues.

American taboos

Polygamy The race is a sensitive subject throughout

the country.  

The topic of abortion can be very emotional for some people.

Pointing at people

Chewing with your mouth open

Staring at someone for a long period of time

Being late

Sticking your middle finger up

Calling adults by their first name

Not looking at someone when they are talking to you

Cracking or popping your knuckles

Touching without permission

SuKarne Mexican Shrimp Paradise

Two Companies of Sinaloa doing business with USA

SuKarne

SuKarne

SuKarne

Contact CULIACAN

Ganadería Integral Vizur, S.R.L de C.V TIF#111Carretera Culiacán-Vitaruto Km. 14.5, C.P.80300Culiacán, SinaloaPH: (667) 7592600

USA LOS ANGELES

4500 E. Pacific Coast Highway, Suite 320Long Beach CA 90804PH: (310) 884 5260

México

MONTERREY Ganadería Integral SK, S.A. de C.V. TIF#105 Libramiento Noroeste Km. 25-A Carretera Laredo-Saltillo C.P. 66050, Escobedo, Nuevo Leon, México.PH: (818) 369-5000 

MEXICALI Sukarne Producción S.A. de C.V. TIF#120Km. 13.5 Carretera A Tijuana, Poblado La RositaMexicali, Baja California C.P. 21610PH: (686) 568 5140

VISTA HERMOSAGanadería Integral Monarca S.A. de C.V. TIF#431Carretera Vista Hermosa-La piedad km.3.1Ejido Lazaro Cardenas C.P. 59200Vista Hermosa, Michoacán PH: (328) 524-4000

Mexican Shrimp Paradise

Productores del Mar de México, S.A. de C.V. (PROMARMEX), is a consortium with more than 400 fishing boats, that market their shrimp under its own private brand named Mexican Shrimp Paradise.

Mexican Shrimp Paradise is meant for the connoisseur chefs and consumers who expect nothing but the world's best wild shrimp for its superb taste, consistency and freshness. 

Mexican Shrimp Paradise

Premio Estatal de Exportación Sinaloa 2010

http://www.youtube.com/watch?v=wZOGSB_darU

Mexican Shrimp Paradise

Contact

http://www.youtube.com/watch?v=PoG97ge66tA

What is American Culture?

Coca-Cola: http://

www.youtube.com/watch?v=5wvKpXs3Gk8&feature=endscreen

Cadbury eyebrows:http://www.youtube.com/watch?v=ZLfsOrZDk3g

Commercial Videos

A person have a meeting with an American to make a business negotiation. This person arrive late to the meeting, and with an informal not serious aspect. Also, this person start talking about other things that are not related to the business discussion, and when the time to take a decision come to, he decide to consult it with his superior and ask the American if he can wait more time please.

How did the American would take all this? What did you will do to improve this fail negotiation? Did you think the American is overtaking the things? Why?

CASE

http://www.pearltrees.com/#/N-fa=6256872&N-u=1_830396&N-p=58179437&N-s=1_6262005&N-f=1_6256872

Pearltree:

Acuff, Frank. How to Negotiate Anything with Anyone Anywhere around the World. Amacon: New York, 1997. Printed.

“america dos and donts”. Traveltaboo. 23-sept-2012. http://www.traveltaboo.com/tag/america-dos-and-donts/

“american taboos”. Ehow. 23-sept-2012. http://www.ehow.com/about_5047275_american-taboos.html

“basics business student details”. Culturecrossing. 23-sept- 2012. http://www.culturecrossing.net/basics_business_student_details.php?Id=14&CID=216

http://www.sukarneglobal.com/ http://www.shrimparadise.com/

Bibliography.