ES Reacting to Initial Resistance

All negotiations include an initial phase where the parties involved encounter certain resistance from the other side. Based on your personal observations, what are some of the reasons why this resistance exists? In what ways is the resistance the same or different when dealing with North Americans?

Alberto Rovira (Barcelona, Spain) "Well, resistance in a negotiation, in international and multinational companies is tough..."

Eugenio Arellano (Barcelona, Spain) "Well, when ones negotiates various topics between Europeans and Americans we find certain difficulties..."

Christian Sala (Madrid, Spain) "Well, in my opinion, in my opinion the problem of resistance that seems to come up at the beginning of negotiations..."

Authors: h.brinsko.