Business manners in Spain

• This info is also quite helpful:
  
  Spain & Spanish business culture Part 1 - Working in Spain (Pre-departure)
  
  Working practices
  Working hours can vary across Spain. Generally speaking, offices open at approximately 09.00 and close mid-evening, with a two-hour break around 14.00. However, Spanish working hours have become more "Europeanised" in recent years, particularly in the northern cities.
  Business appointments should always be made well in advance in Spain and confirmation via letter or fax beforehand is advised. It is best to arrange initial business meetings for mid-morning due to the relatively unusual structure of the Spanish working day.
  Punctuality is expected of foreign visitors; however, you may sometimes find your Spanish counterparts arrive up to 30 minutes late.
  Structure and hierarchy
  Hierarchy and position are extremely significant in Spanish business culture. For this reason it is advised to work with those of equal rank rather than with someone of a lower business status.
  The distinct hierarchical structure of Spanish businesses means the authority to make decisions rests with the individual in highest authority.
  Subordinates are respectful of authority and are generally far removed from their superiors. Spanish business culture advocates subordinate initiative where problems are dealt with at lower levels first before approaching superiors for assistance.
  Working relationships
  An essential part of conducting business in Spain is establishing personal contacts. Generally speaking, the Spanish prefer to do business with those they are familiar with, therefore obtaining personal contacts enables the negotiation process to advance more swiftly and successfully.
  Establishing solid business relationships and building colleague rapport is a vital concept in Spanish business culture. Effective business negotiations and decisions are frequently based on trust and personal feelings, as well as concrete evidence.
  The Spanish close sense of personal space and animated means of expression and communication can be seen as part of this emotion directed culture.
  Spain & Spanish business culture Part 2 - Doing business in Spain
  
  Business practices
  The decision-making process in Spain is usually unhurried and can be a gradual, detailed procedure that involves consideration from various levels within the company. In this respect, maintaining good relationships with your Spanish counterparts from all positions are vital for success.
  When arriving at an appointment it is advised to present your business card to the receptionist. Wherever possible, business cards should be printed in English on one side and in Spanish on the other. You should present your card with the Spanish side facing the recipient.
  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.
  Business etiquette (Do's and Don'ts)
  DO remain patient in all dealings with your Spanish counterparts. The Spanish are sometimes noted for their relaxed approach to business and Spanish bureaucracy can be frustrating. However, be wary of the 'mañana' stereotype as you will find that certainly in the northern regions such as Catalonia and the Basque Country that deadlines and punctuality are much more closely adhered to.
  DO 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.
  DO use basic titles of courtesy, Mr, Mrs, or Miss, followed by the surname, and professional titles, such as Dr, where known. Particularly with older counterparts or those in the south of Spain. Care should also be taken in using the correct surname as Spaniards have two, their father's first surname and their mother's first surname. Normally the father's surname is used on its own.
  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.
  DON'T presume that business can be explicitly discussed over meals, it is generally considered a sociable activity and therefore you should wait until your Spanish colleagues initiate such conversation. Despite this, business lunches and dinners are a vital part of business life in Spain as a means through which to establish trust and future business relationships.
  DON'T display signs of over assertiveness or superiority. Your Spanish counterparts will appreciate a more modest approach to business negotiations.
  

  Klaus 07 Jun 2007, 06:36 - Report

Business culture in Spain