Spain: Let's Make a Deal! - Part 4

From ExecutivePlanet.com

Some final remarks

Spaniards often feel a need to be careful about what they say and how they say it. In any but the most private moments with trusted family and friends, speaking 'the truth' if it is unpleasant or unwelcome - is approached with extreme caution.

Particularly when dealing with outsiders, Spaniards will often insist that everything is in perfect order, even when this is not the case. This is a 'face-saving' measure to appear competent and in control. You may have to pay close attention during conversations with your Spanish contacts to discern the sincerity or veracity of what is being said. Numbers can be particularly unreliable in a culture that is averse to budgets and action plans and prefers oral, face-to-face communication to putting anything in writing; written instructions, checks and controls are especially unpopular as they imply a lack of trust.

Because of the reluctance among Spaniards to reveal bad news, it may be important to have a network of independent, disinterested contacts that can verify or interpret what you are being told in your business dealings. Spaniards who have worked or been educated outside Spain may be valuable for this purpose, since they are more likely to be sympathetic to your desire to know the truth.

It is important that you stay involved with your Spanish counterparts, helping to implement what has been agreed. This must be done with sensitivity towards the pride that Spaniards feel in being able to handle things independently. Thus, you should never appear intrusive, but always be available. Ideally, you should express an interest in learning about their ways, while providing them with the resources and information they need to reach their objectives.

Although relatively few women are yet in senior management positions in Spain, businesswomen travelling to Spain will be treated with respect. Nevertheless, dressing and behaving in a professional manner remain essential at all times. It is important for female business travellers to understand that machismo is a very important aspect of the mentality of many Spanish men who still feel the need to be in control of all situations. However, most are usually willing to accept a lunch or dinner invitation from a businesswoman.

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