Business Etiquette in Spain

“When in Rome, do as the Romans do; when in Spain, try to do as the Spanish do” (by S.J.)

In my essay I will write about the main topics which are very important in business etiquette
and protocol in Spain. These topics will include: greetings, addressing a person, business
meatings/meals, small talks, dress code and other interesting factors.
First of all it is important to mention that Spain is very “complex”. There are seventeen
autonomous regions and each has its own individual characteristics. It is better to be aware of
regional differences and to avoid making misinformed comments about a Spaniard's region of
origin and respect it. In my essay I will try to summarize the common characteristics of the
region’s business etiquette and manners.

Greetings

You should greet a person with ”Hola” or a ”Buenos días” (It is

like “Good morning” but used only till 2 p.m.,before lunch) or
”Buenas tardes”(in the afternoon). Say ”Hasta luego” or ”Adiós”
when you leave. “Hasta luego” is used like “See you later” but
you say “Adiós” when you probably wont meet the person in
future. It is common to greet people with a handshake or quick
embrace and/or backslap (for men). Many Spaniards when they
meet each other they kiss on both cheeks (called dos besos), this
is not common in business relationships unless you know the other party well. Many men use
a two-handed shake where the left hand is placed on the right forearm of the other person.
There is an old tradition that a man can bow in front of a woman while walking on the street.
He makes this only to show respect in front of the woman beauty and he doesn’t want any
response.

Addressing a person

Spanish people have two first names and two surnames, composed of their father's first
surname and their mother's first surname. They use Señor, Señora, Señorita as in Britain Mr.,
Mrs. or Ms. You should take care to use both unless/until it becomes clear that your colleague
uses only one; the same applies to compound first names, e.g. José-María. Old titles like Don
or Doña are very rare in modern Spain they may still be used before full names in official
documents and contracts. You should use the formal usted when addressing a counterpart in
Spain unless/until invited to use the more informal tú. It is also advisable to address qualified
individuals by any titles they may have, e.g.: Profesor, followed by their surname;
professional and/or academic titles, however, are not normally used when addressing Spanish
executives.

Conversation, small talks

The Spanish are great conversationalists, this is how they spend their free time. In
conversations polite forms and gestures are common and men should keep distance from
woman. During small talks you can ask them about their children or family, about sport,
especially about football. Few subjects are taboo: Bullfighting (if you and your counterpart
disagree); religion (i.e. any aspect of Roman Catholicism), Basque separatism and Catalan
regionalism; Gibraltar machismo and feminism. Spaniards do not, on average, speak English

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as well as a Northern European. Many companies in Spain have staff with good English
language skills but it is more effective if you can speak Spanish as well. Especially face-to-
face contact is preferred to written or telephone communication.
Spaniards are very polite so it can happen if you ask somebody for direction he will
accompany you (of course only if it’s not too far).

Business Meeting

Appointments should be made in advance, preferably by

telephone or fax. Reconfirm in writing or by telephone the
week before. Many Spaniards don’t work on Friday afternoons,
so don’t plan meetings or business during that time. The same
is true for the day or days preceding or following a holiday
(día festivo). For a meeting Spaniards may be a few minutes
late. This is normal, only bullfightings are held on time. The
word mañana (tomorrow,later) is very often used in case of
punctuality. You, however, should not be late.The first meeting
is generally formal and is used to get to know each other. Do
not be surprised if no business is actually conducted during the first meeting. Make sure all
your printed material is available in both English and Spanish, because not all business people
speak English. Several people may speak at once. They argue loudly at the meetings but it
does not mean anything, it is normal for them.

Business Meals

If you want to discuss business at lunch, you should mention this in advance so the Spanish
counterpart is ready to discuss the issues with you. Meal times in Spain are generally
considered the time to relax and enjoy oneself rather than to close deals. More typically, the
deals are done at the office, and then after the successful negotiations, you all go to celebrate
at a restaurant. If the Spanish party wants to be nice with you, they will invite you to go to a
nice restaurant. The one who invites you is the one who pays. Bills are rarely split in Spain,
regardless of the circumstance. If you have been invited out, you should reciprocate at a later
date, being careful not to give the impression that you are simply 'repaying' your earlier hosts.
For a foreigner it may be weird but they usually have lunch at about 2 p.m. and have dinner at
10 p.m. The meal itself usually consists of: drinks, bread, a first course, a second course and
dessert.

Business Negotiation

For Spaniards the character of the person with whom they do business is extremely important
So try to make a good impression. You should deal with people of
similar rank to your own. Decision-making is held at the top of the
company, since this is a hierarchical country. You may never actually
meet the person who makes the decision. You may be interrupted while
you are speaking. This is not an insult, it means the person is interested
in what you are saying. Spaniards do not like to lose face, so they will
not necessarily say that they do not understand something, particularly if
you are not speaking Spanish. Knowing body language can be useful.
First you must agree orally. A formal contract can be made later.

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Dress Code

Dressing etiquette is very strict, especially in case of woman. Woman should dress with
modesty as Spanish women are expected to avoid drawing attention to their physical
sexuality. At formal occassions wearing skirts without tights (in summer too) is considered as
impolite. Spanish men wear darker suits and a tie of course is necessary too. Obviously the
weather can be an important factor in determining what to wear. As the temperature
approaches 40ºC in summer, it becomes increasingly acceptable to wear lightweight suits and
to loosen one's tie and throw one's jacket over one's shoulder. On the other hand, it should not
be forgotten that it can be very cold in January and February. When off-duty, you should
know that shorts are not really acceptable in public, that the dress code for entering a church
is strict (you shold not reveal too much bare skin), and that top restaurants will expect at least
'smart casual' dress even in July-August.

Tipping

It is not obligatory but it is typical to leave the small change at

restaurants, bars, and taxis. It can happen that in second class hotels
they increase the price of th rooms if the guest does not eat quite
often at the hotel’s restaurant.

Smoking

There is now a regulation against smoking in public places though there is a degree of
leniency, because Spaniards are among the heaviest smokers in Europe. You will just have to
accept that it may be impossible to persuade a smoking colleague to abstain from the habit,
even at the dining table. If it bothers you, look for a smoking-free restaurant, bar, or hotel:
now you can find them, and of course complain if it is not fullfilled.

Gifts

At Christmas, most companies give their employees fancy foods and drinks (cestas de
Navidad). It is also common to celebrate a fiesta de Navidad with a lunch in a fancy
restaurant. Companies often send bottles of cava, champagne, or wine at Christmas to their
best clients. At the conclusion of successful negotiations, it is not uncommon to give a gift to
a broker or professional (including a bank officer) who was especially competent. If you
receive a gift, you should open it immediately in front of the giver. Any gift should be a high-
quality item, and should be finely wrapped. It can be a fine pen or a tasteful desk accessory.
You should not give anything too personal or extravagant. If you are invited to a Spanish
home, flowers, a dessert, or a good bottle of wine is the right gift.

Sources:

Books:
 David Robinson: Az üzleti élet illemtana
 Dr Sille István: Illem Etikett Protokoll
Internet:
 http://www.strongabogados.com/business-culture.php
 http://www.spainexpat.com/spain/information/business_etiquette_and_business_cultur
e_in_spain/