The Importance of Preparation for Cross-Cultural Business Negotiations with Spanish Partners from an Austrian Perspective

Abstract

This Bachelor thesis will examine the importance of preparation for cross-cultural business negotiations with Spanish partners from an Austrian perspective. In a global world, people are required to work together with different countries. This can often be challenging and cultural differences can make this process harder. Also, in business negotiations this plays a crucial role and is often neglected. Negotiating between different cultures is seen as one of the most challenging tasks in international business. Therefore, preparation becomes a very important aspect and can be the decicive factor for reaching a deal or not. The aim of this thesis is to investiage to what extend the cultural differences between Austria and Spain are effecting the preparation for negotation. The thesis will try to anwer, if it is important for the Austrian negotiator to prepare for this scenario or not. It will analyze if Austrian negotiators are aware of the importance of preparation for business negotiations in Spain or not. Further, the thesis will answer how big the cultural differences between Spain and Austria are and if the differeces are big enough that preparation for negoatiaton is necessary or not. There is lack of research for cross-cultural negotiation, epecailly in the empirical studies. This thesis analyses the effects of cultural differences on business negotiations and compare both cultures with each other. Research has shown that there are differnces between Spain and Austria, which is affecting the negotiation behavoir. Also, there are other negotiating practices, business procedures and negotiation styles in Spain, which can be difficult to get used to for Austrians. To deeper investiate these findings, this thesis includes In-Depht Interviews with Austrian business professionals, who have made experience with negotiations between both countries. During the interviews their experience and opinion towards preparation for these intercultural business negotiations will be analyzed. In the end, all findings are summarized, and aligned with each other. A recommendation will be given for Austrian negotiators to help in the negotiation preparation with Spanish partners.

Date of Award	2025
Original language	English
Supervisor	Thomas Holzmann (Supervisor)