Working with North Americans

1. Initial Fact-Finding Phase
   1. P. Burgtorf (Munich, Germany)
   2. M. Dressendörfer (Berlin, Germany)
   3. T. Dreilich (Frankfurt, Germany)
   4. M. Ott (Berlin, Germany)
   5. B. Körber (Berlin, Germany)
   6. C. Christiani (Moenchengladbach, Germany)
2. Win-Win Situations
   1. P. Burgtorf (Munich, Germany)
   2. M. Vietor (Flensburg, Germany)
   3. E. Boos (Mannheim, Germany)
   4. T. Dreilich (Frankfurt, Germany)
   5. B. Körber (Berlin, Germany)
3. Reacting to Initial Resistance
   1. M. Dressendörfer (Berlin, Germany)
   2.  U. Kiesslich (Berlin, Germany)
   3. T. Dreilich (Frankfurt, Germany)
   4. M. Ott (Berlin, Germany)
4. Reformulating Strategies
   1. M. Vietor (Flensburg, Germany)
5. Ratification from Superiors
   1. R. Anskinewitsch (Düsseldorf, Germany)
   2. M. Vietor (Flensburg, Germany)
   3. J. Borkowsky (Siegburg, Germany)
   4. T. Dreilich (Frankfurt, Germany)
   5. M. Ott (Berlin, Germany)
6. Follow-Up after Negotiations
   1. M. Kässbohrer (Bonn, Germany)
   2. M. Dressendörfer (Berlin, Germany)
7. Logistical and Emotional Needs
   1. M. Vietor (Flensburg, Germany)
   2. T. Dreilich (Frankfurt, Germany)
   3. M. Ott (Berlin, Germany)
   4. C. Christiani (Moenchengladbach, Germany)
8. International vs. Corporate Style
   1. P. Burgtorf (Munich, Germany)
   2. R. Anskinewitsch (Düsseldorf, Germany)
   3. C. Hafke (Hamburg, Germany)
   4. T. Fischbach (Frankfurt, Germany)
   5. U. Kiesslich (Berlin, Germany)
9. Stereotype: Pushy American
   1. P. Burgtorf (Munich, Germany)
   2. M. Dressendörfer (Berlin, Germany)
   3. R. Anskinewitsch (Düsseldorf, Germany)
   4. C. Hafke (Hamburg, Germany)
   5. T. Fischbach (Frankfurt, Germany)
   6. E. Boos (Mannheim, Germany)
10. Stereotype: Short-Termed Focused
    1. P. Burgtorf (Munich, Germany)
    2. R. Anskinewitsch (Düsseldorf, Germany)
    3. M. Vietor (Flensburg, Germany)
    4. M. Kässbohrer (Bonn, Germany)
    5. E. Boos (Mannheim, Germany)
11. Stereotype: Limited Cultural Knowledge
    1. P. Burgtorf (Munich, Germany)
    2. M. Vietor (Flensburg, Germany)
    3. M. Kässbohrer (Bonn, Germany)
    4. M. Ott (Berlin, Germany)
    5. C. Christiani (Moenchengladbach, Germany)
    6. T. Fischbach (Frankfurt, Germany)
12. Stereotype: Always in a Hurry
    1. R. Anskinewitsch (Düsseldorf, Germany)
    2. C. Hafke (Hamburg, Germany)
    3. C. Christiani (Moenchengladbach, Germany)
13. Stereotype: Litigious in Nature
    1. R. Anskinewitsch (Düsseldorf, Germany)
    2. M. Dressendörfer (Berlin, Germany)
    3. M. Kässbohrer (Bonn, Germany)
    4. J. Borkowsky (Siegburg, Germany)
    5. B. Körber (Berlin, Germany)
    6. C. Christiani (Moenchengladbach, Germany)