ОСОБЕННОСТИ ПЕРЕГОВОРНОГО ПРОЦЕССА С ПРЕДСТАВИТЕЛЯМИ ИСПАНИИ
Ангелина Алексеевна Мишукова1, Людмила Петровна Устинова2 1АНО "Детский технопарк "Кванториум", студент 2АНО "Детский технопарк "Кванториум", кандидат филологических наук
Аннотация Авторы данной статьи рассматривают особенности межкультурной коммуникации с представителями Испании в переговорном процессе. В рассмотрение включены стиль ведения переговоров, время переговоров, дистанция и другие важные аспекты, влияющие на исход переговоров.
FEATURES OF NEGOTIATION PROCESS WITH REPRESENTATIVES OF SPAIN
Angelina A. Mishukova1, Ljudmila P. Ustinova2 1ANO "Children's Technology Park "Quantorium", student 2ANO "Children's Technology Park "Quantorium", Dr. Philol. Sc.
Abstract The authors of the article dwell in details on the features of the cross-cultural communication with the representatives of Spain in the process of negotiations.The style of negotiations, time, distance and other important aspects, influencing the result of any negotiations, are considered in the article.
Библиографическая ссылка на статью:
Ангелина А.М., Людмила П.У. Features of negotiation process with representatives of Spain // Гуманитарные научные исследования. 2017. № 2 [Электронный ресурс]. URL: http://human.snauka.ru/2017/02/20488 (дата обращения: 08.03.2017).
There is no doubt that knowing features and rules of cross-cultural communication is necessary for everyone interested in a successful business. It is also known that each country has its own traditions and peculiarities which must be taken into account. In the article we will try to consider some aspects of negotiation process with the representatives of Spain, including Spanish negotiation style, time of meeting, distance, clothes, atmosphere, gifts, and banquets.
It is known that in general Spanish people are characterized as energetic, hard-working, resolute, they expect you to be confident and quick, and they are interested in your character, family and personal life . The negotiation process with the representatives of Spain is usually not very dynamic, therefore you should be assertive and discuss all the details of the contract. Attention to details of the contract is one of the important features of the Spanish negotiation style.
The negotiations can be started with the talks about the weather or sports, sometimes they talk too much because they are interested in wordy debates [1, p.66]. During negotiations the Spanish businessmen often rely on quick thinking and spontaneity rather than on careful preparation and planning. The Spanish prefer indirect statements and try to avoid the word “no” in the answer. But the Catalans are different in some way and the rest of the Spanish consider them fairly straightforward or even rude . Each Spanish province has its authentic culture, however, the closer to the south, the more open expression of feelings are and communication becomes less formal.
The correct forms of address in Spain are “Don” and “Dona” for men and women respectively. Many young Spanish people speak English while elderly people prefer to speak French. Honor and respect are very important in Spain: the age of a person gives a certain status. It is interesting to note that few women seek leading positions in local companies.
It is known that exchange of business cards is very important, the business cards should be in two languages: English and Spanish. Being emotional and talkative, the Spanish do not accept the coldness of partners reception, they can have mood swings, but, if they are interested in you, you can handle without any doubt.
Speaking about the time of negotiations it is necessary to remember about one of the well-known Spanish traditions – siesta: you must not have an appointment during siesta hours. It is important to know that in different parts of Spain, this time is different, for example, in Valencia and Barcelona, the estimated duration of the siesta is from 14 to 17 p.m.; in Marbella and Malaga from it is from 13 to 17.30 p.m.; in Bilbao and San Sebastian it is from 13 to 15 p.m., consequently you can meet after 2.00. p.m. In some cases Spanish can be not very punctual and they can be some minutes late .
According to R. Birdwhistell  in most cases information is conveyed by non-verbal ways and knowing features of non-verbal communication contributes to the successful negotiation process. In Spain, as in other southern European countries, personal contacts as well as communication «face-to-face» in business is very important. You should be ready for a firm handshake and a prolonged eye contact, women can kiss each other on the cheeks. This is especially true for Castile, and is less important for Catalonia . Except handshake and exchange of business cards, they can express the joy enthusiastically, slapping you on the shoulder.
The Spanish pay attention to your appearance, therefore you must be dressed properly, it means, you should have a white shirt, a tie, a classical jacket, trousers, black socks and polished shoes are obligatory .
Knowledge of Spanish history and culture is of a great value for the Spanish business partners. Culture, art, literature, attractions, national traditions, sports, political life are the most suitable topics for conversation, but it will offend your Spanish partners if you criticize one of the Spanish traditions – bullfighting .
Spanish businessmen prefer to discuss business in restaurants, business breakfast, during which important issues are discussed, is more typical for Barcelona than for Madrid. In Barcelona a business-lunch can last about two hours. The Castilians do not talk about business at dinner while the Catalans consider it quite acceptable. After successful negotiations the Spanish can invite you to the restaurant and do not forget: if you invite your partners, you will pay for them.
It is important to note that the talks with the Spanish managers that wish to contribute to the negotiation process are in a fairly noisy environment, but the final decision is up to the boss.
The Spanish love when somebody thanks them and the best presents are illustrated albums with the views of his native country or area, music tracks and gifts, advertising your company. The Spanish do not often invite their business partners to their homes, but if you are invited you should bring a gift, it can be a box of good chocolates or a bottle of good wine. Choosing flowers you should avoid dahlias and chrysanthemums, because they symbolize mourning.
In conclusion, the negotiation process with the representatives of Spain is not very dynamic and is characterized by attention to details of the contract and an emotional atmosphere.
Ю.Г. Александрова. Особенности ведения деловых переговоров фирм европейских стран.//Российский внешнеторговый вестник. № 2 (февраль) 2011. С.63-68.
Birdwhistell R. Kinetics and Context/ Essays on Body Motion Communication. – 5th ed. – Philadelphia: University of Pennsylvania Press, 1990. -338.