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.