It is especially important to establish personal relationships at the highest levels of the hierarchy. Planning Americans tend to be both strategic and tactical planners. Americans believe it is important to plan for and anticipate the future. Much time and effort is spent in planning concepts and establishing procedures to carry out a plan. Success of failure is dependent on the agreed upon plan.
Planning is usually top down but can be bottom up.
Business contracts are written, detailed and not particularly flexible, any changes to a contract must be negotiated. In Mexico, due to an uncertain environment, planning has typically been short-term. The Japanese are interested in long term planning and tend to be good tactical planners. In Germany, planning is done by senior management but requires complete consensus from those that will carry it out. Negotiating Pace Americans do not usually anticipate long term negotiations.