One of the false assumptions Americans have about Mexico is that foreign direct investment is a one way street — American capital flowing south of the border. In fact, there are many examples of Mexicans investing in the United States.

      Imagine that a Mexican company wants to set up an automotive stamping plant in Indiana. Not knowing any Americans personally, Roberto Garza, the company president, contacts the Mexican Trade Commissioner in Chicago, who is extremely helpful and provides a telephone introduction to the director of economic development in the Indiana state government. So far, so good: Mexicans dealing with Mexicans are working with the same cultural set pieces.

      But as soon as Sr. Garza begins to interact on his own with the Americans, things start to sour. When he calls the state director to confirm his appointment and invites him to lunch, the American tells him he can’t make lunch but agrees to meet at 9:15 a.m. Tuesday, along with his industrial development manager whom he patches in on the phone call. Before they have even met face to face, the manager asserts, “I know exactly what you need,” and rattles off, “I’ll get you a manufacturer’s directory, a demographic study and a wage survey.” When Sr. Garza inquires politely if it would be possible to meet with the president of the drive train plant in Kokomo, “I’ll work on it,” comes the reply. So far, not so good.

      At the meeting in Indiana, Garza is met by the industrial development manager who has set up appointments with the county surveyor’s office, a construction company, a freight forwarder and a real estate broker. But, for various reasons, he has substituted the antenna plant for the drive train plant. After a PowerPoint presentation on the economic development of Indiana, the manager tells Garza how to get to those offices. He says that another time if the Mexican will only give him more notice, he can ...

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