The general assumption is that North Americans are more direct in their negotiation
style, while Latin Americans prefer an indirect style where initially more time is
given to get to know a partner. This general assumption, however, should be tempered
with observations, such as those by Alfredo Cavazos, which indicate that the type and
focus of the company also affects negotiation styles. As Mr. Cavazos states, companies
involved in exports and imports or companies in international business will follow a
more American style. There is also a perception that Latin Americans focus their
activities with a long-term objective. It is precisely for this reason that it is
worthwhile to spend more time upfront to get to understand your partner better.
This is one reason why Latin Americans sometimes see themselves as "cálidos" (warmer)
as opposed to North Americans who may seem "colder." Still, individual
differences are important. For example, Julio Balestrini comes from a military
background and he feels very comfortable with a direct approach. Roberto Salmón
provides excellent advice, namely, remember that in the end we are all working towards
the same objective and as such, the differences in style are not as important.