One must know a person before doing business with him or her, and the only way to know a person in Mexico is to know the family. Personal relationships are the key to business success. In order to make this connection intermediaries are used. It is critical, especially for a high ranking meeting, to use a person who is known to the Mexican businessman or woman you are meeting. This is your "business family" connection, the person who will introduce you. This person is the bridge that builds the trust necessary to do business in Mexico.
High/Low Context Conversation America is a low-context culture. We speak very directly and say what we mean. We don’t rely on non-verbal communication to get our meaning across. When we have something to say, we just say it. We don’t rely on pauses or inflections to make a point. We are a direct people.
However, not all cultures with whom we interact are as straight forward. The four countries into which we are expanding our business (United Arab Emirates, Israel, Mexico, and China) tend to be more high-context. In high-context cultures silence is a power communication tool. Much is conveyed without uttering a word. Non-verbal communication and body language are used more frequently in these cultures. One must read between the lines (Chaney & Martin, 2013). Of our four countries, Israel could be considered somewhere in between. Israel uses high-context communications, but they are also direct in their speech. They will use non-verbal communication frequently, but when words are necessary, they will get to the point. They are both non-verbal and direct (Kim, Pan, & Park, 1998). Non-verbal communication can include facial expressions, hand gestures, and body posture. Arms crossed over the chest can suggest the person is closing themselves off to the conversation. Someone who walks or stands with