Working with North Americans
- Initial Fact-Finding Phase
- P. Burgtorf (Munich, Germany)
- M. Dressendörfer (Berlin, Germany)
- T. Dreilich (Frankfurt, Germany)
- M. Ott (Berlin, Germany)
- B. Körber (Berlin, Germany)
- C. Christiani (Moenchengladbach, Germany)
- Win-Win Situations
- P. Burgtorf (Munich, Germany)
- M. Vietor (Flensburg, Germany)
- E. Boos (Mannheim, Germany)
- T. Dreilich (Frankfurt, Germany)
- B. Körber (Berlin, Germany)
- Reacting to Initial Resistance
- M. Dressendörfer (Berlin, Germany)
- U. Kiesslich (Berlin, Germany)
- T. Dreilich (Frankfurt, Germany)
- M. Ott (Berlin, Germany)
- Reformulating Strategies
- M. Vietor (Flensburg, Germany)
- Ratification from Superiors
- R. Anskinewitsch (Düsseldorf, Germany)
- M. Vietor (Flensburg, Germany)
- J. Borkowsky (Siegburg, Germany)
- T. Dreilich (Frankfurt, Germany)
- M. Ott (Berlin, Germany)
- Follow-Up after Negotiations
- M. Kässbohrer (Bonn, Germany)
- M. Dressendörfer (Berlin, Germany)
- Logistical and Emotional Needs
- M. Vietor (Flensburg, Germany)
- T. Dreilich (Frankfurt, Germany)
- M. Ott (Berlin, Germany)
- C. Christiani (Moenchengladbach, Germany)
- International vs. Corporate Style
- P. Burgtorf (Munich, Germany)
- R. Anskinewitsch (Düsseldorf, Germany)
- C. Hafke (Hamburg, Germany)
- T. Fischbach (Frankfurt, Germany)
- U. Kiesslich (Berlin, Germany)
- Stereotype: Pushy American
- P. Burgtorf (Munich, Germany)
- M. Dressendörfer (Berlin, Germany)
- R. Anskinewitsch (Düsseldorf, Germany)
- C. Hafke (Hamburg, Germany)
- T. Fischbach (Frankfurt, Germany)
- E. Boos (Mannheim, Germany)
- Stereotype: Short-Termed Focused
- P. Burgtorf (Munich, Germany)
- R. Anskinewitsch (Düsseldorf, Germany)
- M. Vietor (Flensburg, Germany)
- M. Kässbohrer (Bonn, Germany)
- E. Boos (Mannheim, Germany)
- Stereotype: Limited Cultural Knowledge
- P. Burgtorf (Munich, Germany)
- M. Vietor (Flensburg, Germany)
- M. Kässbohrer (Bonn, Germany)
- M. Ott (Berlin, Germany)
- C. Christiani (Moenchengladbach, Germany)
- T. Fischbach (Frankfurt, Germany)
- Stereotype: Always in a Hurry
- R. Anskinewitsch (Düsseldorf, Germany)
- C. Hafke (Hamburg, Germany)
- C. Christiani (Moenchengladbach, Germany)
- Stereotype: Litigious in Nature
- R. Anskinewitsch (Düsseldorf, Germany)
- M. Dressendörfer (Berlin, Germany)
- M. Kässbohrer (Bonn, Germany)
- J. Borkowsky (Siegburg, Germany)
- B. Körber (Berlin, Germany)
- C. Christiani (Moenchengladbach, Germany)
Center for Global Business, Texas McCombs