Abstract
In this chapter, we examine the many subtleties surrounding the negotiation process with Spaniards, whether acting in their home country or abroad. Spain is an ancient and complex country, which has recently turned into a multicultural society. Moreover, a new breed of its multinational corporations has spread worldwide, becoming significant players in global markets. We build upon the Hofstede cultural model and the comparative analysis of negotiation styles proposed by Lothar Katz (2014) to present a view of Spain that considers both cultural variables and a more in-depth view of the negotiation process itself. We show exemplary cases of Spanish companies, portraying the behavior of their managers in different cultural settings, including countries with geographic or cultural proximity to Spain as well as markets with fewer similarities. Spanish managers behave one way on their own turf, and their negotiation behavior is somewhat different when dealing with counterparts from different backgrounds and nationalities. Finally, we present our analysis, with the aim of providing a comprehensive understanding of these features and facilitating trade with Spaniards.
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Notes
- 1.
The main source for this section is the website Hofstede’s Insights, https://www.hofstede-insights.com/country-comparison/spain/. Therefore, the document will not be further cited in this passage.
- 2.
The primary source for this section is Katz, L. (2014). TheGlobal Business Culture Guide—Hints and Caveats for Doing Business in 50 Countries around the World. Therefore, the document will not be further cited in this passage.
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Suggested Readings and Practical Information
General Information:
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Encyclopedia Britannica: https://www.britannica.com/place/Spain
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The World Factbook: https://www.cia.gov/library/Publications/the-world-factbook/geos/sp.html
Trade and Commerce:
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International Trade Centre: http://www.intracen.org/country/spain/
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Santander Trade: https://en.portal.santandertrade.com/analyse-markets/spain/economic-political-outline:
Doing Business:
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ICEX Investinspain: http://www.investinspain.org/invest/en/resources/documentation/doing-business-in-spain/index.html
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The World Bank: http://www.doingbusiness.org/data/exploreeconomies/spain
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World Business Culture: https://www.worldbusinessculture.com/country-profiles/spain/
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Export.Gov: https://www.export.gov/article?id=Spain-market-overview
Culture and Etiquette:
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Spain is culture: http://www.spainisculture.com/
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Passport to trade: http://businessculture.org/southern-europe/business-culture-in-spain/meeting-etiquette-in-spain/
Practical Information:
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Embassies and Consulates: http://www.exteriores.gob.es/Portal/en/ServiciosAlCiudadano/Paginas/EmbajadasConsulados.aspx
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Expatica: https://www.expatica.com/es/employment/Business-culture-in-Spain_102512.html
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Just Landed: https://www.justlanded.com/english/Spain/Spain-Guide/Culture/The-Spaniard
Legal Issues:
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Alliance Experts: https://www.allianceexperts.com/en/knowledge/countries/europe/contracts-and-negotiations-in-spain/
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Strong Abogados: https://www.strongabogados.com/
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Olier, E., Valderrey, F. (2019). Negotiating with Managers from Spain. In: Khan, M.A., Ebner, N. (eds) The Palgrave Handbook of Cross-Cultural Business Negotiation. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-030-00277-0_15
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DOI: https://doi.org/10.1007/978-3-030-00277-0_15
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