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