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Case
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Reference no. E614-042-1
Spanish language
Published by: IE Business School
Originally published in: 2014
Version: 26 March 2009
Length: 31 pages
Data source: Field research

Abstract

This is a Spanish version. This case presents four interviews on negotiation culture in Spain, conducted with Chinese, French, Cuban and Japanese people who have a broad experience in Spain. They each 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, computer sector, and the diplomatic world. The diversity of perspectives and experiences poses a challenge in summarising the negotiation culture in Spain, customs, attitudes, beliefs and most common behaviours that are found when searching for solutions to resolve differences in this country.

Time period

The events covered by this case took place in 2009.

Geographical setting

Region:
Europe
Country:
Spain

Featured company

Anonymous company no. 1

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Abstract

This is a Spanish version. This case presents four interviews on negotiation culture in Spain, conducted with Chinese, French, Cuban and Japanese people who have a broad experience in Spain. They each 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, computer sector, and the diplomatic world. The diversity of perspectives and experiences poses a challenge in summarising the negotiation culture in Spain, customs, attitudes, beliefs and most common behaviours that are found when searching for solutions to resolve differences in this country.

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Time period

The events covered by this case took place in 2009.

Geographical setting

Region:
Europe
Country:
Spain

Featured company

Anonymous company no. 1

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