Spanish Business Culture - Etiquette Do's and Don'ts

Spanish business culture

• Working practices

o 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.

o Business appointments should always be made well in advance in Spain and confirmation via a letter or fax beforehand is advised.

o 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.
• The distinct hierarchical structure of Spanish businesses means the authority to make decisions rests with the individual with the highest authority.
• Subordinates are respectful of authority and are generally far removed from their superiors.

• Working relationships
• An essential part of conducting business in Spain is establishing personal contacts.
• Establishing solid business relationships and building rapport with colleagues is a vital concept in Spanish business culture.
• The Spanish close sense of personal space and animated means of expression and communication can be seen as part of this emotionally expressive culture.

• Business practices

o 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 is vital for success.

o 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.

o An initial introduction at both business and social meetings generally includes a formal handshake while making direct eye contact and is extended to everyone present, male and female.

Business etiquette (Do's and Don'ts)

Ö DO remain patient in all dealings with your Spanish counterparts.

Ö DO try to maintain a friendly and personal atmosphere during negotiations.

Ö DO use basic titles of courtesy, Mr, Mrs, or Miss, followed by the surname, and professional titles, such as Dr, where known.

× 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.

× 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.

× DON'T display signs of over-assertiveness or superiority. Your Spanish counterparts will appreciate a more modest approach to business negotiations.

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