- Initial Fact-Finding Phase
- J. Plana (Barcelona, Spain)
- F. Escobar (Barcelona, Spain)
- J. Cantera (Castilla y Leon, Spain)
- Win-Win Situations
- R. Vidal (Barcelona, Spain)
- F. Escobar (Barcelona, Spain)
- A. Vilches (Huesca, Spain)
- Reacting to Initial Resistance
- A. Rovira (Barcelona, Spain)
- E. Arellano (Barcelona, Spain)
- C. Sala (Madrid, Spain)
- Reformulating Strategies
- J. Planas (Barcelona, Spain)
- G. Alvira (Barcelona, Spain)
- A. Vilches (Huesca, Spain)
- Ratification from Superiors
- A. Rovira (Barcelona, Spain)
- F. Escobar (Barcelona, Spain)
- E. Arellano (Barcelona, Spain)
- Follow-Up after Negotiations
- R. Vidal (Barcelona, Spain)
- E. Arellano (Barcelona, Spain)
- J. Cantera (Castilla y Leon, Spain)
- Logistical and Emotional Needs
- J. Planas (Barcelona, Spain)
- G. Alvira (Barcelona, Spain)
- J de la Osa (Madrid, Spain)
- International vs Corporate Style
- R. Vidal (Barcelona, Spain)
- J de la Osa (Madrid, Spain)
- J. Cantera (Castilla y Leon, Spain)
- Stereotype: Pushy American
- P. Planas (Barcelona, Spain)
- G. Alvira (Barcelona, Spain)
- C. Sala (Madrid, Spain)
- Stereotype: Short-Termed Focused
- P. Planas (Barcelona, Spain)
- L. Pijuan (Barcelona, Spain)
- C. Sala (Madrid, Spain)
- Stereotype: Limited Cultural Knowledge
- J. Novell (Barcelona, Spain)
- L. Pijuan (Barcelona, Spain)
- R. Maymí (Barcelona, Spain)
- Stereotype: Always in a Hurry
- A. Rovira (Barcelona, Spain)
- A. Vilches (Huesca, Spain)
- Stereotype: Litigious Nature
- P. Planas (Barcelona, Spain)
- J. de la Osa (Madrid, Spain)
- R. Maymí (Barcelona, Spain)
Center for Global Business, Texas McCombs