Negotiation & Follow Up

Decisions are usually not made during meetings, which tend to be mainly for discussion and the exchange of ideas

Decision-making can be slow as various levels of management need to be consulted

Express thanks and to reinforce the personal relationships that have been created

Any action items should be followed up quickly

Ensure that the partnership does not lose momentum, and establish a pattern of credibility and operational expectations

You should make sure you are conducting negotiations, with the person who has decision-making authority within the company

The Spanish are traditionally very thorough and highly likely to review every detail

Once a verbal agreement has been made, a full contract will then be written up and circulated for review and approval within a reasonable period of time

Personal contacts and relationships are essential for all business success in Spain

You should select your Spanish representatives with tremendous care because, once you have made your choices, it can be extremely difficult to switch allegiance to other people

Although most Spaniards are receptive to new information and ideas, you may find that they do not change their minds easily

It is important to begin negotiations only after you have developed, a personal relationship and a certain level of trust

As Spain is a hierarchical country, final decisions are only made by the most senior managers in the company

In your business dealings you may never actually meet the person who ultimately makes the decision concerning your proposals

Faith in the ideologies of the Church and nationalism may also be important influences in decision-making

If you are interrupted while talking, do not interpret this behaviour as an insult or a cause for concern

Honour and personal pride mean everything in Spanish culture

You must avoid insulting the Spanish  ego at all costs

It is always important to follow-up after the completion of a business deal

As the relationship develops, it is acceptable to invite your Spanish counterpart out to more informal social gatherings, such as at a restaurant or dinner party

Even if your Spanish counterparts seem friendly and encouraging, they may not be forthcoming with information they consider valuable

Leave a Reply

Your email address will not be published. Required fields are marked *