Cultural Tips for Doing Business in Spain

If you have to visit other country for business, it's important to make sure you understand the culture! You don't want to mess up a possible business deal by saying or doing the wrong thing.

In this post we will talk about business customs in Spain according to Gayle Cotton, author of the book Say Anything to Anyone, Anywhere: 5 Keys to Successful Cross-Cultural Communication.

Introductions and greetings

First-time introductions with Spaniards should be made in a formal manner. Extend a brief but firm handshake while maintaining eye contact. In the company of friends, it's common for men to hug or pat each other on the back in addition to the handshake.

Don’t expect to discuss business at the start of any meeting. Spaniards want to become acquainted with you before proceeding to business, so be accommodating and answer any questions they may have about your background. On the flip side, it’s best not to ask them too many personal questions during first introductions.

Schedules and timeliness 

When doing business in Spain, keep in mind that many businesses are closed from 1:00 p.m. to 4:00 p.m. daily, since people often return home to have their main meal with their family and take an afternoon siesta. 

Although you should be punctual yourself, don't be alarmed if you are kept waiting for anywhere from 15 to 30 minutes. In addition, parties and other social events rarely begin at their scheduled time.

When doing business ...

• The Spanish business culture is extremely hierarchical, and only the bosses, known as "the boss" or "the pattern", have the authority to make decisions. In general, subordinates follow orders, obey authority and resolve any problems before they arise.
• Keep in mind that it would be frowned upon if you would dedicate a large amount of time and attention to someone of lower rank than you. It is better to spend time with those who would be considered your "same business".
• While Spaniards are receptive to new information and ideas, they may not change their minds easily. Be prepared to negotiate and compromise.
• Do not worry if you are interrupted while talking and do not take it as an insult. Interruptions in Spanish often indicate a genuine and enthusiastic interest in the discussion.
• Spaniards will often insist that everything is in perfect order, even when this is not the case. This is a "face-to-face" measure to look competent and in control. Pay close attention during conversations to discern what is really happening.
• Decision-making and negotiations in Spain can be slow, and various levels of hierarchy are consulted as aspects of a proposal are analyzed. After a successful negotiation, gifts are sometimes exchanged to mark the happy occasion.

5 key conversation topics or gesture tips

• Eye contact is very important to indicate your
  sincerity and attention.
• All kinds of sports, and especially soccer!
• Architecture, music, art, culture and everything related to the beauty of the country or region.
• Travel, places you have visited and your country of origin.
• Well, the wine, and especially the food or wine from the regions of Spain that you are visiting.

5 Key Conversation Topics or Gesture Taboos

• The North American "O.K." sign (making a circle of the first finger and thumb) is considered vulgar and should never be used.
• Summoning a person by curling your index finger is considered rude. Instead, turn your palm down and wave your fingers or entire hand.
• Even though it might be a controversial tradition, bullfighting has a long history here, so it might be in your best interests to refrain from criticizing it, especially if you don't know your local colleagues' feelings about it.
• Avoid placing too much of an emphasis on your professional experience and business success during a conversation.
• In the Spanish culture, the quality of your character is the best measure of respect, so take care about how you want to be perceived.

For all this, if you want to succeed in a business, make the effort to adapt to Spanish business forms, as it shows your respect for their culture and shows that it is flexible.