Business norms and motives in Spain
Personal contacts are extremely important to do successful business in Spain. Building a friendly relationship with people and meeting them one-on-one will help the business meetings and contribute in business success. Spanish people tend to do business, only if they are able to establish a right chemistry, so good and positive image is important in front of them. Furthermore, Spanish appreciates a good sense of humor, and they feel free to share jokes with each other, but it is important that the humor should not be offensive to anyone. (Bove, 2012)
Another important norm is the presentation of comprehensive information about the company to the Spanish businessmen. For business meeting along with detail information, product samples and demonstrations of the service should also be provided along with printouts of the presentation. (Bove, 2012) This way a complete business agenda will be handed over to discuss, and several issues can be discussed at the same time. In Spanish business culture, agreements are first done orally and then written documentation is done, but major decisions are made by the top management of the company. (Bove, 2012)
It is a male chauvinist society and until recently, female managers were uncommon except in the family run businesses. With changing business dynamics, shortage of skilled labor and external influences and more professional and well-educated females are now joining the workforce. Still it is uncommon to meet women in the senior position of the company but in upcoming years women will excel in the business environment like their male counterparts. An important point to note here is that foreign female workers they do not undergo any sort of gender discrimination issues in Spain.
Greetings
An appropriate greeting gesture in business is handshake and title of courtesy is generally used for example‘ Señor/Don’ (Mr) and ‘Señorita’ (Miss). These titles are followed by the surnames of an individual being addressed. (European Union Center, 2008). Other important gestures include that when Spanish men are seated they will cross their legs at their knees, but women are not allowed to sit like this in business meetings, and this gesture is considered unfeminine. The general use of making OK sign with the thumb and forefinger and making a circle is considered obscene. Hence, especial care should be taken in this regard during business meeting. The gesture of making an eye contact is important, but women should be careful in this regard.
Attire
In Spanish business culture, a lot of significances is given to outlook of a person. Louis Vuitton, Chanel, Dior are highly appreciated fashion brands in Spanish business meetings. In order to impress in Spanish business meetings, the perfumes, shoes, clothing, and good quality accessories play a major role in developing a good impact on the others. (European Union Center, 2008) For men it is recommended to wear dark colors such as black, dark blue or navy blue with woollen or linen suits and ties of silk with white cotton shirts. It is recommended that the lightweight suits should be worn due to very hot weather. Women attire should be dresses made of high-quality fabric and suits that are well-cut.
Punctuality, Introduction and Business Cards
Spanish people are not generally very punctual, and a wait of 15-30 minutes is a must in business meeting but they expect the other party to be on time. The business cards should be printed in two languages, in one side in English, and the overleaf should be printed in Spanish. Business card should be handed over with the Spanish printed side facing the recipient of the business card. The business cards should be exchanged upon introduction before the meeting begins. In Spanish business culture, the concept of giving gift is present but these are only given at the end of successful business negotiation or deal. The gift should be premium quality and must be wrapped well, and if you are given a gift, it should be immediately opened in front of the giver. (European Union Center, 2008)
Power distance
The score of power distance illustrates to what extent a business accept distribution of unequal power in an organization. This would demonstrate the amount of difference and respect among seniors and their workforce. In Spanish business organizations, a medium to large power distance culture is present which means that most organizations have steep hierarchies and there are more management levels in organizational structure that provides each employee his due share of work and respect at work. (Shackleton, 1995)
References
Bove Montero Y Asociados (2012) “Doing Business in Spain” Profit Editorial - Business & Economic
European Union Center (2008) “Professionalism in Europe: Focus on Spain” How to Handbook 2008, University of Illinois http://www.euc.illinois.edu/pie/documents/SpanishHandbook.pdf
Shackleton (Jan 1995) “Business Leadership Cengage Learning EMEA, p.163
