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Lets Make a Deal What you should know before negotiating Personal contacts are essential for business success in Spain Select your Spanish representatives with tremendous care once youve made your selections it can be extremely difficult to switch to other people Bring business cards with one side printed in English and the other in Spanish Present your card with the Spanish side facing the recipient You should be aware of the importance hierarchy and position play in Spanish business culture For example it would be frowned upon if you spent a great deal of time and attention on someone who is of lesser rank than you It will be in your best interests to focus chiefly on those who would be considered your equals Spanish business culture is extremely hierarchical and only bosses popularly known as el jefe or el padron have the authority to make decisions Generally subordinates are required to follow orders obey authority and solve any problems before they surface Be sure to take plenty of literature about your company to distribute It will also be an asset to bring samples of your products andor demonstrations of your service Most Spaniards will seek the support and approval of family friends and colleagues before acting on their own There seems to be an underlying belief here that a person is not a part of society unless he or she is recognized as part of a group neighbourhood town or business organization Consequently there tends to be a resistance to the outsider Visitors to the country are expected to overcome their outsider status by ingratiating themselves into a group of some kind Rather than expecting Spaniards to conform to your way of doing things you should make the effort to emulate their behaviour this is one effective way of gaining the acceptance of your Spanish counterparts When you make the effort to adapt to their ways this
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