1. Working in a Foreign Environment England Vs Spain

2. Individualism Vs Collectivism

3. Individualism pre- dominates  Personal initiatives highly valued  Task is more important than relationships  Important: Freedom of the individual Individualism highly valued Business Context:  Personal attributes & character are valued  No group decision making  No team orientation

4. Business Context:  Team work valued  Importance of adaptation to the company’s culture Job Interview  Ability to work as a team and the sense of personal initiative Influenced by its collectivist past:  Family values  Belonging to a group Business Context & Job Interview:  Importance of adaptation to the culture  Understanding Spanish people behaviour

5. Power Distance

6. Big opportunities of work evolution People participate in decision making process Decentralisation is popular Importance of hierarchy and position  Advised to work with those of equal rank  Subordinates expect to be told what to do  Decisions are accepted from those with power

7. Fear of Uncertainty

8. Motivation by achievement Relax about rules & procedures as soon as work is done What is new or different is curious Individuals tend to avoid ambiguity Rules, plans, timetable are important Precise answers to questions are expected

9. Pride

10. No particular personal pride Do not hesitate to ask questions or to ask for help Spanish culture places a large emphasis on personal pride:  Keeping emotion under control  Avoiding loss of face at all cost

11. Working Relationships

12. Work experience is valued Lunch = business Dinner = sociable entertaining Personal contacts & relationships are essential for all business success Importance of trust & feeling Going out for business = sociable activity

13. Masculinity

14. Women at work:  Few high positioned women  Always maintain professional demeanour  Detailed knowledge of her field expected  Dress code: conservative Women at work:  Few high positioned women  Machismo omnipresent  Very professional behaviour expected

15. Do…

16. Be punctual Be reactive Be ironic Use sarcasm Do expect to wait in case of an appointment Do remain patient in all dealings Do expect to be interrupted while talking Do try to maintain a friendly atmosphere during negotiation

17. …don’t

18. Don’t denigrate another company product Don’t be excessively enthusiastic Don’t display signs of superiority Don’t expect to enter into business discussions at the start of a meeting

19. Thank you for your attention !