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North America

1. Background

   • Differences among them since the conquest.
   • Conquered with different objectives

2. Social Characteristics

   • Discrimination and paternalism
     • They appreciate the achievements related of the effort.
     • Lack of success attributed to lack of capacity.
     • cultural arrogance with developing countries
     • They like to impose their proposals considering the best ones.
       • Wihtout considering the opinion of the partner
   • highly organized
     • Very individualistic and self-sufficient
       • They like to compete and win
         • Efficient, Oriented to work & to success
           • Extremely formal

3. Negotiation Style

   • Their unique objective is to earn money
   • They don't effort to speak another language.
   • Straight to the point
   • Majority of producers sell their products with intermediaries
   • They are very quickly to take decisions
   • They like to control the negotiation
   • They like to deal with experts and CEO's
   • Lack of "historic memory"
     • They don't take in count past troubles with partners
     • They only care the future