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Practical Solutions to Global Business Negotiations by Claude Cellich

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Case C

Latin American Negotiations

Business and Socializing Go Hand in Hand in Mexican Negotiations

Background

Anita Rodriquez was a native Mexican who moved with her family to the United States in 1990 when she was 13 years old. Her family settled in Boston, Massachusetts. Over the years, she returned to Mexico twice to visit family and friends. She attended Boston University and earned her master’s degree in business administration in 2001. While at the university, she met John Fitzgerald, who was studying economics. After graduation, Anita and John married and settled down in Boston. Anita had an entrepreneurial spirit and wanted to do business in Mexico. She spoke fluent Spanish and understood the Mexican culture. Even though John had ...

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