【境外律师专访系列·西班牙篇】西班牙-欧洲-中国业务拓展的法律路径探索（下篇）

01.

洞见:西班牙商机

「Insight｜Business Opportunities in Spain」

西班牙是国际公司进入欧洲市场的理想门户，尤其对于那些希望在欧盟建立或扩大业务的公司而言更是如此。其战略位置优越，经济多元化，在可再生能源、基础设施、汽车和旅游等领域实力雄厚，同时又作为连接拉丁美洲的天然桥梁，使其成为外国投资的焦点。进军西班牙市场的企业将面临一个充满活力的商业环境，其独特的商业、监管和文化格局塑造了这一环境。成功驾驭这一环境不仅仅需要进入市场，还需要对当地的公司结构、合规框架以及跨境交易的细微差别有清晰的了解。这对于管理并购、建立健全的公司治理以及解决潜在的商业纠纷尤为重要。采取战略性的、以法律为依据的方法对于降低风险、确保运营稳定以及充分释放西班牙乃至整个欧洲市场的潜力至关重要。

Spain is an ideal gateway for international companies to enter the European market, especially for those looking to establish or expand their business in the EU. Its strategic location is superior, its economy is diversified, and it has strong strength in fields such as renewable energy, infrastructure, automobiles, and tourism. At the same time, as a natural bridge connecting Latin America, it has become a focus of foreign investment. Enterprises entering the Spanish market will face a dynamic business environment, shaped by their unique commercial, regulatory, and cultural landscape. Successfully navigating this environment requires not only entering the market, but also a clear understanding of the local company structure, compliance framework, and subtle differences in cross-border transactions. This is particularly important for managing mergers and acquisitions, establishing sound corporate governance, and resolving potential commercial disputes. Adopting a strategic, legally based approach is crucial for reducing risks, ensuring operational stability, and fully unleashing the potential of the Spanish and even the entire European market.

中国总部面临的挑战是如何确保其当地子公司的合规性，同时保持对运营的充分控制，尤其是在法律、文化和商业规范不同的外国市场运营时。实现这两个目标需要结合治理结构、内部流程和当地专业知识。

Chinese headquarters face the challenge of ensuring compliance in their local subsidiaries while maintaining sufficient control over operations, especially when operating in foreign markets with different legal, cultural, and business norms. Achieving both objectives requires a combination of governance structures, internal processes, and local expertise.

1. 建立清晰的治理和报告结构：总部通常会制定关键活动的决策层级、授权划分和审批流程，这些活动包括财务、采购、人力资源和合规监管。本地子公司需要定期通过标准化的报告模板和仪表盘进行汇报，这使得总部能够在不干预日常管理的情况下监控绩效和政策执行情况。

1. Establishing clear governance and reporting structures: Headquarters typically define the decision-making hierarchy, delegation of authority, and approval processes for key activities, including finance, procurement, HR, and regulatory compliance. Local subsidiaries are required to report regularly through standardized reporting templates and dashboards, allowing HQ to monitor performance and adherence to policies without intervening in day-to-day management.

2. 实施健全的合规和内部控制体系：中国企业通常会制定符合当地法规和企业标准的内部合规手册、政策和行为准则。定期开展内部审计、风险评估和合规审查，以便及早发现潜在问题。总部将自动化监控工具与定期现场检查相结合，可以确保本地运营符合当地法律和企业要求。

2. Implementing robust compliance and internal control systems: Chinese companies often develop internal compliance manuals, policies, and codes of conduct aligned with both local regulations and corporate standards. Regular internal audits, risk assessments, and compliance reviews are conducted to detect potential issues early. By combining automated monitoring tools with periodic site inspections, headquarters can ensure that local operations adhere to both local law and corporate requirements.

3. 任命经验丰富的当地管理人员和联络员：为了弥合文化和法律差异，总部通常会招聘或留用了解当地监管环境并能有效执行总部政策的当地经理、法律顾问和合规官。这些经理充当联络员，将公司期望转化为可执行的步骤，并确保当地员工了解自身义务。

3. Appointing experienced local management and liaison roles: To bridge cultural and legal gaps, HQ often recruits or retains local managers, legal counsel, and compliance officers who understand the local regulatory environment and can implement HQ’s policies effectively. These managers act as a liaison, translating corporate expectations into actionable steps and ensuring local staff understand obligations.

4. 利用技术实现集中监管：许多中国企业使用企业资源计划 (ERP) 系统、合规平台和数字化报告工具来实时掌握运营情况。自动化警报、工作流程审批和集中式仪表盘使总部能够高效地跟踪风险、资金流动和监管合规情况，而无需进行微观管理。

4. Leveraging technology for centralized oversight: Many Chinese companies use enterprise resource planning (ERP) systems, compliance platforms, and digital reporting tools to maintain real-time visibility over operations. Automated alerts, workflow approvals, and centralized dashboards allow headquarters to track risks, financial flows, and regulatory compliance efficiently without micromanaging.

管理跨国法律团队需要清晰高效的沟通，并使用 Teams 等工具集中管理信息、文档和任务。轮换会议时间有助于适应不同的时区，并鼓励通过电子邮件、摘要或共享文档进行异步工作，从而减少所有人同时在场的需求。

Managing a multinational legal team requires clear and efficient communication, using tools like Teams, to centralize messages, documents, and tasks. It is helpful to rotate meeting times to accommodate different time zones and encourage asynchronous work through emails, summaries, or shared documents, reducing the need for everyone to be present simultaneously.

语言、文化和工作习惯的差异至关重要。使用清晰的语言、专业的翻译以及了解当地的文化规范能够改善沟通，避免误解。标准化流程、根据当地专长进行任务分配以及尊重基于时区的日程安排和截止日期至关重要。此外，培养同理心、灵活性和持续反馈能够增强全球团队的凝聚力和效率。

It is essential to consider language, culture, and work habits. Using clear language, professional translations, and understanding local cultural norms improves communication and avoids misunderstandings. Standardizing procedures, delegating according to local expertise, and respecting schedules and deadlines based on time zones are crucial. Additionally, fostering empathy, flexibility, and continuous feedback strengthens cohesion and efficiency across the global team.

在西班牙法律框架下，作为一名外国直接投资律师，我见过中国公司最令人瞠目结舌的法律盲点主要集中在以下几个方面：

Under the Spanish legal framework, as an FDI lawyer, the most jaw-dropping legal blind spots I’ve seen Chinese companies fall into mainly fall into the following areas:

首先，低估了西班牙对战略性外国投资的审查力度。西班牙对能源、科技、交通运输或国防等关键领域的外国投资有着严格的审批要求，涉及商务部和其他监管机构，以及欧盟层面的外国投资安全审查。许多中国企业在未充分评估这些要求的情况下就贸然展开收购或合资谈判，导致在审查过程中遭遇延误、罚款，甚至交易被叫停。

First, underestimating Spain’s review of strategic foreign investments. Spain has strict approval requirements for foreign investments in critical sectors such as energy, technology, transportation, or defense, involving the Ministry of Commerce and other regulatory bodies, as well as EU-level foreign investment security reviews. Many Chinese companies enter negotiations for acquisitions or joint ventures without fully assessing these requirements, leading to delays, fines, or even blocked transactions during the review process.

其次，对公司结构和最终受益所有权透明度的关注不足。西班牙和欧盟监管机构非常重视了解最终受益所有人及其与国家实体的联系。未披露关联投资或隐瞒的股权关系可能导致交易暂停或取消，这是中国企业常常忽略的一个盲点。

Second, insufficient attention to corporate structure and ultimate beneficial ownership transparency. Spanish and EU regulators place great importance on knowing the ultimate beneficial owners and their links to state entities. Failure to disclose related investments or hidden ownership relationships can result in transactions being paused or canceled, a blind spot often overlooked by Chinese companies.

最后，忽略当地合同和合规文化差异。中国公司有时会直接套用国内合同模板，想当然地认为这些模板在西班牙也有效。然而，西班牙法律在适用法律、仲裁条款、不可抗力以及合规要求等方面都有着不同的规定。这种疏忽可能导致合同保护失效，从而严重影响交易价值。

Finally, ignoring local contract and compliance culture differences. Chinese companies sometimes apply domestic contract templates directly, assuming they will be valid in Spain. However, Spanish law has different rules regarding governing law, arbitration clauses, force majeure, and compliance requirements. Such oversights can render contractual protections ineffective, significantly impacting the value of the transaction.

人们普遍认为中国公民和法官独立性较弱，更容易受到国家利益的影响，这种刻板印象影响着涉及中国在欧洲投资的案件的处理方式。这种看法导致欧洲法院加强审查，提高监管合规要求，甚至可能对中国公司（即使是私营企业）采取更严格的预防措施或要求更高的透明度。

The common stereotype of Chinese citizens and judges, perceived as less independent and more influenced by state interests, affects how cases involving Chinese investment in Europe are handled. This perception leads to increased scrutiny and regulatory compliance requirements by European courts, which may apply stricter precautionary measures or demand greater transparency from Chinese companies, even when they are private entities.

此外，人们普遍认为中国公司会将战略或国家目标置于国际商事规范之上，这导致人们对其主张持怀疑态度，并可能影响对证据和证人可信度的评估。另外，中国公民倾向于避免诉讼、更喜欢庭外协商的观点也会影响法官制定程序和临时措施的方式，有时法官会倾向于调解或仲裁。

Moreover, it is assumed that Chinese companies prioritize strategic or state objectives over international commercial norms, generating skepticism toward their claims and potentially affecting the evaluation of evidence and witness credibility. Additionally, the idea that Chinese citizens tend to avoid litigation and prefer out-of-court negotiation can influence how judges plan procedures and provisional measures, sometimes favoring mediation or arbitration solutions.

更广泛地说，这些刻板印象会影响投资政策和私人纠纷解决。它们可能导致对中国在战略领域的投资进行更严格的监管，并促使在仲裁中纳入中立仲裁条款。尽管这些看法缺乏依据，但它们会影响预期、风险管理策略和司法判决，进而影响案件处理的公平性和效率。

More broadly, these stereotypes impact both investment policy and private dispute resolution. They may lead to stricter oversight of Chinese investments in strategic sectors and encourage the inclusion of arbitration clauses in neutral venues. Although unfounded, these perceptions shape expectations, risk management strategies, and judicial decisions, affecting fairness and efficiency in case handling.

我最有成就感的经历是为一家在西班牙面临合同和监管危机的中国公司提供咨询。该公司面临着与税务、劳工和环境义务相关的争议，这些争议有可能使其投资停滞。

The experience that gave me the greatest sense of accomplishment was advising a Chinese company facing a contractual and regulatory crisis in Spain. The company confronted disputes related to tax, labor, and environmental obligations that threatened to halt its investment.

我和我的团队分析了西班牙的法规，重新调整了与交易对手的谈判策略，并实施了一项合规计划，最大限度地降低了法律和财务风险。这种方法保护了中国公司的利益，避免了旷日持久的诉讼。

My team and I analyzed Spanish regulations, restructured negotiations with the counterparty, and implemented a compliance plan that minimized legal and financial risks. This approach protected the Chinese company’s interests and avoided prolonged litigation.

因此，交易顺利完成，维护了公司声誉，并加强了与当地合作伙伴的关系。这次经历尤其令人受益匪浅，因为它结合了法律专业知识、商业战略和跨文化理解。

As a result, the transaction was successfully completed, preserving the company’s reputation and strengthening its relationship with local partners. This experience was particularly rewarding as it combined legal expertise, business strategy, and cross-cultural understanding.