ES Initial Fact-Finding Phase

Prior to actual negotiations it is important to conduct initial fact-finding information. What is your normal pattern of initial fact-finding? How do you modify this pattern when negotiating with North Americans? What is your perception of a North American's pattern of initial research and fact-finding?

Jordi Planas (Barcelona, Spain) "The most important differences in the organization of a meeting..."

Fernando Escobar (Barcelona, Spain) "Well, when we negotiate and work with North American markets..."

Javier Cantera (Castilla y Leon, Spain) "There is a huge difference between the profile of an American..."

Authors: orkelm.