European Business Etiquette: SPAIN
Similar Articles:
Selling via the Internet means you may have clients, or potential clients, whose cultures you don’t understand very well. This group of articles on European Business Etiquette will give you some idea what to expect when conducting business with our European neighbours.
This article was compiled following a survey of European partners through the EU funded Leonardo da Vinci programme ‘Virtual Incubator for the Creative Industries’ (VIC) project, and reference to web sites such as www.executiveplanet.com where national executives explain their own cultures, and another EU funded Leonardo da Vinci programme project called ‘Passport to Trade BETA’ at www.businessculture.org
The information refers to business in general. Entrepreneurs in the creative industries might find some aspects (for example, dress code, and where business discussions take place) a little more relaxed in their sectors!
Introductions
| How formal must first introductions be? | Formal, using Señor / Señora |
| How long before we use first names? |
Almost immediately, but wait to be invited |
| Does everyone shake hands? | Yes, particularly at the 1st meeting |
| How many kisses should I expect? | 2 are usual once you know someone |
Additional Comments
Spanish people have two surnames – use both unless it is clear your colleague chooses to use only one. Similarly, many Spanish people have hyphenated first names – check what they prefer to be called.
Meetings
| Do meetings start on time? | Generally |
| If not, how much leeway can there be? | A few minutes, punctuality is important |
| Will the meeting have a formal chair person? | The highest ranking person will run the meeting |
| Will there be a strict agenda (topics and time)? | A general plan, but not a strict agenda |
| Will official minutes be taken and circulated? | Yes |
Additional Comments
Make an appointment in advance, and confirm it. Remember that although many businesses now work to northern European hours, smaller ones (particularly in the south) still work 9.00-2.00pm, then again from 4.00pm to around 8.00pm.
Spanish people take long holidays in August, so do not expect detailed negotiations or concentrated work to happen during this month.
Business Communication
| Are official business letters acceptable by fax? | No |
| Are official business letters acceptable by email? | Yes |
| How formal is the language used? | Quite formal |
| Should I expect many phone calls? | Few to confirm meetings |
| Should I expect video-conferences? | Yes |
Additional Comments
Hierarchy is important in business in Spain. Make sure you know the relative position in the company of the person you’re dealing with, and be respectful at all times.
Dress Code
|
Do people wear formal dress (suits, jackets, ties) for meetings? |
Yes, in conservative colours |
| Can I remove my jacket during the meeting? | Yes |
| Will dress be formal for business dinners? | Smart in a restaurant, less so for drinks |
Additional Comments
The Spanish are dress conscious, and your appearance will be taken as an indication of your professionalism and social standing.
Even when the temperature is high during the summer months, lightweight suits are still the norm.
In the creative industries, don’t expect suits and ties. Smart casual wear is more usual, and very casual (jeans and a t-shirt) is also acceptable for meetings.
Negotiating
| Are the most important decisions made in a meeting? | Yes |
| Do negotiations take place during lunch | Yes |
| Do negotiations take place during dinner | Yes |
| Will there be small talk before negotiations? | Definitely |
| Are negotiations held back until a social rapport is established? | Yes |
Additional Comments
The aim will be to build up a long-term relationship, rather than a one-off deal, so building up a rapport is important. Expect to become a little acquainted before the heavy negotiations begin.
Take professionally finished brochures and business materials with you, and have plenty of business cards to hand out.
Gifts
| Are gifts expected on the first meeting? | No, but acceptable at the conclusion of a successful negotiation |
| If so, what type? | Coffee table book, pen, regional product |
| Are gifts expected at dinner? | Only if you’re invited to the home |
| Is there any gift that would be inappropriate? | Any thing very extravagant |
Additional Comments
Flowers (but not red roses, white lilies or chrysanthemums) or fine wine / brandy are appropriate. Chocolates and desserts are also good to take to a home.
It’s also important to ensure the gift is beautifully wrapped.
If you receive a gift, you should open it at once.
Food and Drinks
| Is hospitality generally offered? | Yes |
| Does refusal cause offence? | No, but it’s best to accept |
| If so, in a restaurant or at home? | Restaurant to seal contract |
| Does it generally involve a lot of alcohol? | Expect wine and water with meals |
| What’s the word for "Cheers” | Salut |
Additional Comments
Going out for coffee/tapas/dinner is a way of building the business relationship, but don’t expect to talk finance over the table.
Water is always offered ‘con’ or ‘sin’ gaz, meaning sparkling or still. You’ll also be offered water chilled or at room temperatue.
Bare in mind that dinner may start between 9.00 and10.00pm, and go on until well after midnight.
Also remember that Spanish drinks come in generous measures, so be careful how much you consume!
Social Etiquette
| Do people leave plenty of personal space, or stand close together? | People stand quite close |
| Would a casual touch to the arm be offensive? | Not at all! |
Spanish people use lots of gestures and touch while they’re speaking – so don’t be offended. Also remember that they can be very animated, and speaking loudly doesn’t mean they’re angry – often, it’s just enthusiasm!
Don’t expect the concept of queuing to be honoured, unless you are in a bureaucratic office, or a bank.
Social Taboos (What topics or activities should be avoided?)
In conversation, until you know someone, avoid talking about national politics (particularly inter-regional rivalries), religion, salary, and bullfighting.
Good topics include the weather, sport (especially football), travel, food, cinema, art, books and architecture.
Manners (What would cause offence?)
Drunkenness in the street.
Shorts are worn on the beach, not in the street.
You should cover up if you’re in Spanish churches.
Share this article:
1 Comment
Buenas tardes in the afternoon and Buenas noches in the evening.
Also when leaving it is good to be able to show how much you enjoyed their company. Encantado for males and encantada for females. It says "It has been a pleasure to meet with you". Spanish appreciate when you make an effort to at least speak a few words. Its a case when a little can go a long way.