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Let’s make a deal. Spain.
1. Working hours vary both across Spain and according to the type of business but most offices are generally open from 9:00 a.m. to 1:30 p.m. and again from perhaps 4:30 p.m. or 5:00 p.m. until about 8:00 p.m. Monday to Friday. Because of the comparatively unusual structure of the Spanish working day it is probably best to arrange an initial meeting for the mid-morning until or unless you know your counterpart’s particular routine.
2. Visitors to Spain should realize that there are two quite distinct business cultures in Spain. On the one hand, there are the bigger and newer or reformed industries that have received significant amounts of foreign investment and embraced modern, international management techniques. On the other hand, there are traditional small enterprises and family business that account for the majority of Spain’s GDP. The leading banks, which still constitute the business elite, are situated somewhere in the middle.
3. Business cards should ideally be printed in Russian on one side and in Spanish on the other; you should present your card with the Spanish side facing the recipient.
4. Personal contacts and relationships are essential for any business success in Spain. You should select your Spanish representatives with tremendous care, once you have made your choice, it can be extremely difficult to switch allegiance to other people.
5. Hierarchy and position play an important role in Spanish culture. In this hierarchical business culture only the boss (popularly known as el jefe) has the authority to make decisions. Generally, subordinates are required to respect authority, follow orders, and to deal with any problems in such a way that they do not come to the attention of their superiors. For the most part Spaniards work well in teams and the boss sees himself as a team player.
6. Decision-making can be slow and tedious: various levels of management and all aspects of your proposal will be analyzed in painstaking detail. Ultimately, though, only the individual in the highest authority makes a final decision.
7. Most Spaniards will seek the support and approval of the family, friends and colleagues before acting on their own. Spaniards generally expect the people with whom they are negotiating to have the authority to make a final decision.
8. Rather than expecting Spaniards to conform to your way of doing things, you must make an effort to understand their behaviour. This is an effective way to gain acceptance among your Spanish counterparts. Making an effort to adapt to their ways demonstrates your respect for their culture, and also tells others that you are adaptable. Patience is essential in all dealings with the Spanish and extreme patience is required when dealing with Spanish bureaucracy.
9. During a first meeting Spaniards will want to become acquainted with you before proceeding with business, so you should be accommodating and answer any questions about your background and family life. You should endeavour to remain warm and personal during negotiations whilst retaining your dignity, courtesy and diplomacy. The Spanish participants may initially seem restrained and indirect, but this is normal until your relationship has been established.
10. Although most Spaniards are receptive to new information and ideas, you may find that they do not change their minds easily. Indeed, older (male) Spaniards especially in the south may seem distinctly “unreconstructed”.
11. Feelings, as much if not more than objective facts or empirical evidence, often play an important part in Spanish business culture. Faith in the ideologies of the Church and/or residual nationalism may also be important influences in decision-making.
12. Even if your Spanish counterparts seem friendly and encouraging, they may not be forthcoming with information they consider valuable. Honour and personal pride mean everything in Spanish culture; you must avoid insulting the Spanish (male) ego at all costs. This can be particularly tricky when dealing with unqualified men who will often feel threatened by technocrats of either sex.
13. It is your responsibility to ensure that your presentation is comprehensible and during a meeting or presentation you must try to ascertain whether your audience really understands you. Since loss of face is viewed so negatively in Spanish culture, people will not admit they are having difficulties in front of others. For this reason, it is always helpful if you can provide a printout of the executive summary of your presentation in Spanish.
Notes:
GDP (gross domestic product)-валовой внутренний продукт
to be forthcoming with information-давать сведения
II. Письменно ответьте на следующие вопросы:
1. How do working hours in Spain vary?
2. Personal contacts and relationships are essential for any business success in Spain, aren’t they?
3. What plays an important role in Spanish culture?
4. Does honour or education mean everything in Spanish culture?
5. Will people in Spain admit they are having difficulties in front of others?