Negotiating with Managers from Spain

Eduardo Olier () and Francisco Valderrey ()
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Eduardo Olier: Instituto Choiseul
Francisco Valderrey: Tecnológico de Monterrey

Chapter 15 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 329-351 from Springer

Abstract: Abstract In this chapter, we examine the many subtleties surrounding the negotiation process with Spaniards, whether acting in their home country or abroad. Spain is an ancient and complex country, which has recently turned into a multicultural society. Moreover, a new breed of its multinational corporations has spread worldwide, becoming significant players in global markets. We build upon the Hofstede cultural model and the comparative analysis of negotiation styles proposed by Lothar Katz (2014) to present a view of Spain that considers both cultural variables and a more in-depth view of the negotiation process itself. We show exemplary cases of Spanish companies, portraying the behavior of their managers in different cultural settings, including countries with geographic or cultural proximity to Spain as well as markets with fewer similarities. Spanish managers behave one way on their own turf, and their negotiation behavior is somewhat different when dealing with counterparts from different backgrounds and nationalities. Finally, we present our analysis, with the aim of providing a comprehensive understanding of these features and facilitating trade with Spaniards.

Keywords: Conflict resolution; Cross-cultural communication; Cultural dimensions; Foreign direct investment; International business; Negotiation; Negotiation styles; Spain (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_15

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DOI: 10.1007/978-3-030-00277-0_15

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