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How to negotiate successfully in Spain
Spain
Remember that...
A sense of honour and pride are the most typical traits of the Spanish character. You must be careful not to hurt their feelings. Once Spaniards have adopted an attitude it is difficult to get them to change their mind, precisely because of this pride. The expression equivalent to changing one’s mind is “to give in”, which gives an idea of just how difficult it is.
Negotiation tips
  • Perhaps because of distrust or their reserved character, Spaniards do not like to disclose information abour their company, the sector or competitors. It is best not to ask direct questions about these things, since it could make them more distrustful.
  • The negotiation atmosphere is formal, but relaxed. Spaniards are serious when they negotiate the key aspects, but are very friendly and pleasant during the course of the conversation. They have a sense of humour and frequently crack jokes, even with people that they hardly know.
  • Argumentation is an essential part of the negotiating process. Although Spaniards may adopt a passive attitude at the beginning, they very often become excited during the conversation and finish monopolising it. This is when they should be interrupted, because if not, their position will be strengthened. In Spain it is thought that the person who speaks most defends his arguments best.
Etiquette tips
  • In Spain the name consists of three parts: first name, first surname (father’s surname) and second surname (mother’s surname). Sometimes there are compound first names and surnames. Compound surnames are separated by a hyphen or the particle “de”. For example, in Juan Antonio Fernández García de Leaniz, the first name is Juan Antonio, the father’s surname is Fernández and the mother’s surname is García de Leaniz. In the introductory meeting you can use just the first name and the first surname, but in the written correspondence and legal documents both surnames should be used.
Country Guide
How to negotiate successfully in Spain
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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