Doing Business în Spain

For the international business person doing business in a foreign country offers certain intercultural challenges. Differences in culture mean differences in etiquette and protocol. Understanding a country's business culture, protocol and etiquette is important in achieving success abroad.

General remarks in Spanish business

Before going to Spain for business you have to know some helpful hints:

An initial introduction at both business and social meetings generally include a formal handshake whilst making direct eye contact and is extended to everyone present, male and female.

Spain is one of the least punctual countries in the whole Europe. Be prepared to keep waiting for some 15-30 minutes ;

In conversation, the Spanish aren't likely to stand uncomfortably close, but they may still pat your arm or shoulder; the expansive body language of a Spaniard should not be misunderstood or mistaken for anger ;

Business appointments should always be made well in advance in Spain and confirmation via letter or fax is advised ;

Spaniards will really check to see if you are honest and reliable, to know they can place their trust in your products or business before starting a relationship;

If you are one of those who like to say OK by forming a circle with your thumb and index finger, you shouldn't consider doing it in Spain as it refers to certain body parts and constitutes a deep insult.

Welcome topics in conversation

- Your travels in Switzerland

- Spanish football

- Flamenco

- The Spanish are proud of their food and wine; you'd be wise not to disagree.

Business meeting

What you should know before negotiating

- It is recommended to bring plenty of literature about your company, samples of your products or demonstrations of your services;

- Whilst conducting business negotiations it is common to experience interruptions or individuals speaking simultaneously; by interrupting Spaniards are showing genuine interest in the discussion ;

- Business cards should be printed in English on one side and in Spanish overleaf and you should hand your card with the Spanish side facing the recipient.

- Personal contacts are vital for all business success in Spain;

- Don’t expect to enter into business discussions at the start of a meeting. Your Spanish colleagues will want to establish a familiar environment on which to build new business relationships. This may include asking personal questions regarding your family life and background. Spaniards will really check to see if you are honest and reliable, to know they can place their trust in your products or business before starting a relationship;

- If you want to discuss business at lunch, you should mention this in advance so the Spanish counterpart is ready to discuss the issues with you. Meal times in Spain are generally considered the time to relax and enjoy oneself rather than to close deals. More typically, the deals are done at the office, and then after the successful negotiations, you all go to celebrate at a restaurant;

- Try to maintain a friendly and personal atmosphere during negotiations. In order to be effective in Spain, Spanish business culture also requires a sense of self-dignity, consideration and diplomacy;