How to Negotiate with a Spaniard

When doing business with Spanish people, there are a number of things to keep in mind, so we bring you a list of things to know about how to negotiate with a Spaniard.

Each country has a totally different culture from another, although some of these cultures are similar to each other; there will always be a minimal difference when it comes to carrying out something and their way of understanding it.

In the world of negotiation, there are a series of rituals or procedures that each country applies to its way of being, and by which each one has its own point of view, i.e., what may seem good to a Spaniard, may seem bad to a Chinese, and vice versa.

INDEX

To negotiate with a Spaniard and be successful, it is necessary to take into account this series of fundamental steps:

1. Prioritize Relationship Building

In Spain, business is not just about transactions; it’s about building relationships. Spaniards value personal connections, so to effectively negotiate with a Spaniard, take the time to get to know your counterparts before jumping into negotiations. This might involve sharing a meal, engaging in casual conversation, or attending social events together.

Tip: Begin meetings with light conversation about non-business topics. This could include discussing local culture, cuisine, or mutual interests. According to a study by Harvard Business Review, 95% of global executives recognize that developing personal relationships is key to successful negotiations.

2. Respect the Concept of Time

While punctuality is appreciated, Spaniards have a more relaxed view of time compared to many other cultures. Meetings may start late, and conversations might drift off agenda. It’s important to remain patient and flexible when learning how to negotiate with a Spaniard.

Tip: Build buffer time into your schedule for delays and longer meetings. Demonstrating patience and adaptability can earn you respect and goodwill.

3. Be Prepared for a Lively Discussion

Spain’s culture embraces passionate debate and lively discussion. Don’t be surprised if conversations get animated. It’s not a sign of conflict but rather engagement and interest.

Tip: Approach discussions with confidence and enthusiasm. Encourage open dialogue and be prepared to assert your points clearly. A study from INSEAD highlights that lively discussions can lead to more innovative solutions.

4. Understand the Hierarchical Structure

Spanish businesses often adhere to hierarchical structures, so knowing who the decision-makers are is crucial. Decisions may require approval from higher-ups, which can slow down the process when negotiating with a Spaniard.

Tip: Identify key decision-makers early on and ensure they’re involved in the discussions. Show respect for their authority and be patient with the decision-making process.

5. Use Indirect Communication Tactics

Spanish communication tends to be indirect and nuanced. Spaniards may avoid saying “no” directly to maintain harmony. Instead, they might use phrases like “we’ll see” or “maybe” to indicate hesitancy or disagreement.

Tip: Pay attention to non-verbal cues and contextual hints. If you’re unsure, ask open-ended questions to encourage clarification.

6. Use Indirect Language for Criticism

Spaniards often use indirect language when addressing criticism or disagreement to maintain harmony and politeness. Being too direct can be perceived as rude or confrontational.

Tip: Frame constructive feedback positively and focus on solutions rather than problems. For instance, say “perhaps we could explore other options” instead of “this won’t work.”

7. Use Humor Wisely

Humor can be a valuable tool in negotiations with Spaniards, but it should be used judiciously. Light-hearted jokes or anecdotes can break the ice and create a positive atmosphere. However, avoid sarcasm or jokes that may be misunderstood. Pay attention to the mood and adjust your humor accordingly.

Tip: Avoid using humor during serious or tense moments, as it may come across as insensitive.

8. Be Aware of Regional Differences

Spain is a country with diverse regions, each with its unique cultural traits. What works in Madrid might not be as effective in Barcelona or Seville. Considering these regional nuances is important for anyone wanting to know how to negotiate with a Spaniard.

Tip: Do your research on regional customs and adapt your approach accordingly. This demonstrates respect and can enhance your credibility.

9. Seal the Deal Over a Meal

Business deals in Spain are often sealed with a meal. Dining together is an opportunity to strengthen relationships and finalize agreements in a relaxed setting.

Tip: Be prepared for leisurely lunches or dinners that might extend over several hours. Enjoy the experience and use it to deepen the relationship.

10. Show Appreciation and Gratitude

Expressing gratitude is important in building long-term relationships. Spaniards appreciate gestures of appreciation both during and after negotiations.

Example: A simple follow-up email thanking them for their time and insights can go a long way in fostering goodwill and future cooperation.