¿Cómo se negocia en España?

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IE code:
NG1-107
Language: Spanish
Format:
PDF
Nr. Of Pages:
31
Academic Area:
Type of publication:
Case Study

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Description

This case presents four interviews about the negotiation culture in Spain, conducted with Chinese, French, Cuban and Japanese people who have a broad experience in Spain. They describe and interpret the predominant negotiation culture in Spain from the particular viewpoint of their own culture, and in the different spheres of their business: international commerce, construction industry, technology and the diplomatic world.

The diversity of perspectives and experiences pose a challenge in summarizing the negotiation culture in Spain, customs, attitudes, beliefs and most common behaviors that are found when searching for solutions to solve a dispute in this country.

And so, in short, the case does not only address the question of how negotiations are done in Spain but also, for someone who comes to Spain to negotiate, it provides inputs for a discussion on: How should you negotiate with Spaniards?