ES Logistical and Emotional Needs

What is your perception of the balance that North American negotiators give to you as related to meeting your logical needs on one hand (data, numbers, figures, etc.) and your emotional needs on the other (relationship, feelings, etc.)?

Jordi Planas (Barcelona, Spain) "It is very clear, in this case, the difference between the value that is given by an American company..."

Gerardo Alvira (Barcelona, Spain) "Well, in work related topics there exists a professional relationship and a personal relationship..."

Juan Carlos de la Osa (Madrid, Spain) "I believe that there are two important topics. One is when a person is negotiating with another person..."

Authors: h.brinsko.