【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（上篇）

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.

我们曾协助一家专注于自行车领域的中国公司收购了一家西班牙公司100%的股份，该公司以其在高端自行车零部件制造方面的专业技术而闻名。我们的参与涵盖了整个交易流程，包括尽职调查阶段的法律和战略支持、股权收购协议的谈判，以及协调所有必要的公司和监管要求，以确保交易顺利完成。

We have assisted a Chinese company, specialized in the bicycle sector, in the acquisition of 100% of the share capital of a Spanish company renowned for its expertise in the manufacturing of high-end bicycle components. Our involvement covered the full transaction process, including legal and strategic support during the due diligence phase, negotiation of the share purchase agreement, and coordination of all corporate and regulatory requirements necessary to successfully complete the deal.

此次交易巩固了投资者在欧洲市场的地位，并使其能够将西班牙先进的制造能力融入其全球供应链，从而为技术发展、产品多元化和国际扩张创造了重要机遇。

This transaction strengthened the investor’s presence in the European market and enabled the integration of advanced Spanish manufacturing capabilities into its global supply chain, creating significant opportunities for technological development, product diversification and international expansion.

此次交易面临的最大挑战之一是确保与中国客户董事保持持续有效的沟通，以便他们能够清晰地理解西班牙法律框架下的相关规定。这需要不断地解释、跟进和澄清关键概念，以确保整个过程中双方步调一致。

One of the most significant challenges of this transaction was ensuring constant and effective communication with the directors of the Chinese client so that they could clearly understand the legal and regulatory framework applicable under Spanish law. It required continuous explanations, follow-up, and clarification of key concepts to ensure full alignment throughout the process.

另一项重大挑战是与客户协调，提前规划交易时间表，以便获得中国政府对资金境外转移的强制性授权。这项规划至关重要，可以避免延误，并确保在中国的所有监管步骤都能在预期时间内完成。

Another major challenge involved coordinating with the client to plan the transaction timeline sufficiently in advance to allow for the mandatory Chinese governmental authorization required for the outbound transfer of funds. This planning was essential to avoid delays and to ensure that all regulatory steps in China were completed within the expected timeframe.

此外，我们与客户紧密合作，确保各类需要在中国进行公证和海牙认证的公司文件准备妥当。这一步骤尤为重要，因为中国公证员的标准和正式要求与西班牙有所不同。清晰的指导和周密的协调至关重要，以确保文件符合西班牙法律认可和使用的标准。

Additionally, we worked closely with the client to ensure the proper preparation of various corporate documents that needed to be notarized and apostilled in China. This step required particular attention, as the criteria and formal requirements applied by Chinese notaries differ from those applicable in Spain. Clear guidance and careful coordination were necessary to guarantee that the documentation met the standards required for its recognition and use under Spanish law.

得益于全面支持与跨境协作，该交易顺利完成，不仅巩固了投资者在欧洲市场的地位，更实现了将西班牙先进制造能力融入其全球供应链的目标。

Thanks to this comprehensive support and cross-border coordination, the transaction was completed successfully, strengthening the investor’s presence in the European market and enabling the integration of advanced Spanish manufacturing capabilities into its global supply chain.

1. 中国与目标国家在商业管理方面的法律和文化差异

1. Legal and cultural differences in business management between China and the target country

风险：中国的商业管理实践，无论在法律还是文化方面，都可能与投资目的地国家存在显著差异。对当地法律框架和商业文化了解不足会导致管理当地团队困难，并可能造成监管不合规。

Risk: Business management practices in China, both legally and culturally, may differ significantly from those in the investment destination country. Insufficient understanding of the local legal framework and business culture can lead to difficulties in managing the local team and potential regulatory non-compliance.

降低此风险的建议：

1) 从一开始就聘请当地的专业顾问（法律、劳动和税务顾问），以确保对适用法规的准确解读。

2) 为中国高管提供跨文化培训，帮助他们在海外担任管理职务之前了解当地的管理实践。

3) 指定一位值得信赖的当地联络人或经理，作为中国母公司和当地团队之间的桥梁，帮助解决运营和文化上的误解。

4) 实施一套符合目的地国家/地区、符合当地监管要求并定期审查的合规计划。

5) 定期进行内部审计，尤其是在投资后的第一年，以便及早发现潜在的风险或偏差。

Recommendations to mitigate this risk:

1) Engage local professional advisors (legal, labor and tax consultants) from the outset to ensure an accurate interpretation of applicable regulations.

2) Provide cross-cultural training for Chinese executives before they assume managerial roles abroad, helping them understand local management practices.

3) Appoint a trusted local liaison or manager to act as a bridge between the Chinese parent company and the local team, helping resolve operational and cultural misunderstandings.

4) Implement a compliance programme tailored to the destination country, aligned with local regulatory requirements and reviewed regularly.

5) Conduct periodic internal audits, especially during the first year after the investment, to identify potential risks or deviations at an early stage.

2. 中国政府对境外资金转移的授权

2. Chinese governmental authorization for outbound fund transfers

风险：中国各省对境外资金汇款授权的规定可能存在不同的解读和适用情况。如果投资者未提前启动相关流程，可能会因行政审批时间而错失投资良机。

Risk: Chinese regulations governing the authorization of outbound fund transfers may be interpreted and applied differently depending on the Chinese province. If the process is not initiated in advance, investors may risk missing investment opportunities due to administrative processing times.

降低此风险的建议：

1) 提前数月制定财务时间表，确保尽早启动审批流程。

2) 尽早与相关地方当局（例如国家外汇管理局或相应的省级办事处）协调，以了解客户所在省份的具体标准。

3) 准备并收集所有出境资金申请所需的文件，确保其完整、最新且合法有效。

4) 在初步协议（意向书、谅解备忘录、购买协议）中加入灵活的时间条款，以便在中国行政程序耗时超出预期时允许延长截止日期。

5) 向专门从事海外投资的顾问寻求初步评估，以预测潜在的障碍并确定最有效的申请策略。

6) 保持中国团队与目的地国家顾问之间的持续沟通，以使合同里程碑与所需授权的时间保持一致。

Recommendations to mitigate this risk:

1) Plan the financial timeline several months ahead, ensuring that the authorization process is launched as early as possible.

2) Coordinate early with the relevant local authorities (such as SAFE or the corresponding provincial offices) to understand the specific criteria applied in the client’s province.

3) Prepare and collect all required documentation for the outbound transfer application, ensuring it is complete, up-to-date, and properly legalized.

4) Include flexible timing clauses in preliminary agreements (LOI, MoU, SPA) to allow deadline extensions in case the Chinese administrative process takes longer than expected.

5) Seek a preliminary assessment from advisors specialized in outbound investment, to anticipate potential obstacles and determine the most effective application strategy.

6) Maintain constant communication between the Chinese team and advisors in the destination country to align contractual milestones with the timing of the required authorization.

中国企业在与外国合作伙伴或公共机构互动时，经常面临多种类型的误解。最常见的问题包括：

Chinese companies often face several types of misunderstandings when interacting with foreign partners or public authorities. The most common include:

1. 沟通方式上的差异：在许多国家，沟通往往是直接、明确且详尽的。然而，中国企业通常采用更为含蓄、高语境的沟通方式。因此，外国合作伙伴可能会觉得中方含糊不清、模棱两可或回避明确表达，而中国团队则可能觉得当地合作伙伴过于直率或要求过高。

1. Different expectations regarding communication style: in many foreign countries, communication tends to be direct, explicit, and detailed. Chinese companies, however, often use more implicit, high-context communication. As a result, foreign partners may perceive the Chinese side as vague, non-committal, or avoiding clarity, while Chinese teams may feel that the local partners are overly blunt or demanding.

2. 决策流程不协调：当地合作伙伴可能期望更快的决策和更清晰的责任划分。然而，许多中国公司依赖集体或层级式的内部决策，这可能会延长项目周期。这可能会造成不满，并导致合作伙伴将延误误解为缺乏兴趣或效率低下。

2. Misalignment on decision-making processes: local partners may expect quicker decisions and clear responsibilities. However, many Chinese companies rely on collective or hierarchical internal decision-making, which can extend timelines. This can create frustration and misinterpretation of delays as lack of interest or inefficiency.

3. 对当地法规的解读：中国企业可能认为法规可以灵活解读，或者可以通过建立关系来解决模糊之处。然而，许多外国政府执行规则更为严格，要求严格遵守，这会导致对可行性或时间安排的误解。

3. Local regulatory interpretation: Chinese companies may assume that regulations can be interpreted flexibly or that ambiguous points can be resolved through relationship-building. Many foreign governments, however, apply rules more rigidly and require strict adherence, creating misunderstandings about feasibility or timing.

某些在中国行之有效的文化或商业习惯，在国外可能会无意中造成混乱。其中最常见的包括：

Certain cultural or business habits, very effective within the Chinese context, may unintentionally cause confusion abroad. Among the most frequent are:

1. 灵活重于形式：在中国，人际关系往往允许在形式程序之外进行协商。然而，在国外，正式规则往往非常严格，任何偏离都可能被视为不专业或不合规。

1. Flexibility over formality: in China, relationships often allow for negotiating around formal procedures. Abroad, however, formal rules tend to be strict, and any deviation might be seen as unprofessional or non-compliant.

2. 渐进式和适应性决策：中国企业通常采取渐进式决策方式，根据关系或形势的变化进行调整。在许多西方文化中，利益相关者期望决策过程清晰明确，并且在每个阶段都能做出坚定承诺。

2. Gradual and adaptive decision-making: Chinese companies often make decisions progressively, adjusting as the relationship or situation evolves. In many Western cultures, stakeholders expect a clear decision-making path and firm commitments at each stage.

3. 偏好和谐而非对抗：中国式的思维方式重视避免公开分歧。这可能导致合作伙伴误以为中方同意，而实际上他们可能只是在避免冲突或等待内部共识。

3. Preference for harmony over confrontation: Chinese style thinking values avoiding open disagreement. This may result in partners believing the Chinese side agrees, when in fact they may simply be avoiding conflict or waiting for internal consensus.

4. 依赖互信和关系：虽然建立信任在中国商业文化中至关重要，但外国合作伙伴往往更依赖书面协议、尽职调查和正式流程。过分强调私人关系可能会导致对合同预期产生误解。

4. Reliance on mutual trust and relationships: while trust-building is central in Chinese business culture, foreign partners tend to rely more on written agreements, due diligence, and formal processes. Overemphasis on personal rapport may create misunderstanding about contractual expectations.

在协助中国企业进入海外市场时，一些文化和商业实践差异往往会被忽视。这些差距往往会成为摩擦或运营困难的根源：

When assisting Chinese companies entering foreign markets, several cultural and business practice differences tend to be overlooked. These gaps often become sources of friction or operational difficulty:

1. 合规和文件编制方面的正式性和结构性：欧洲国家要求严格的行政程序、详尽的合同和严谨的合规体系。中国企业有时低估了这些体系的僵化程度，认为事后可以进行调整，或者非正式的沟通就足够了。

1. The level of formality and structure in compliance and documentation: European countries require strict administrative procedures, detailed contracts, and rigid compliance systems. Chinese companies sometimes underestimate how inflexible these systems can be, assuming that adjustments can be made later or that informal understanding is enough.

2. 沟通风格差异：欧洲市场重视直接、精准和及时澄清。中国式沟通则倾向于更间接、更依赖语境，这可能会被误解为回避或含糊其辞。

2. Communication style differences: European markets value directness, precision, and prompt clarification. Chinese communication tends to be more indirect and context-dependent, which can be misunderstood as evasion or lack of clarity.

3. 在项目规划和时间安排方面，双方的期望存在差异：欧洲合作伙伴期望项目时间表清晰、切合实际且切实可行。而中国企业则可能采用更为灵活或不断变化的时间表，这在西方语境下可能显得杂乱无章或不可靠。

3. Different expectations in project planning and timelines: European partners expect clear, realistic, and committed timelines. Chinese companies may adopt more flexible or evolving timelines, which can appear disorganized or unreliable in a Western context.

4. 当地人力资源实践和劳动法律：中国企业往往忽视当地劳动制度的严格性，包括强有力的员工保护、工会参与和严格的解雇程序。这可能导致无意的违规行为或内部冲突。

4. Local HR practices and labor laws: Chinese companies often overlook the rigidity of local labor systems, including strong employee protections, union involvement, and strict termination procedures. This can lead to unintentional non-compliance or internal conflicts.

5. 本地商业礼仪和人际关系建立：虽然人际关系在中国至关重要，但许多欧洲国家更依赖于制度信任、书面协议和既定程序。过分强调私人关系可能被视为不专业或不够妥当。

5. Local business etiquette and relationship building: while the relationships play an essential role in China, many European countries rely more on institutional trust, written agreements, and documented procedures. Overemphasis on personal relationships may be seen as unprofessional or insufficient.

中国企业如何提前调整和准备？中国企业可以采取一些切实可行的步骤来更好地适应并避免误解：

How can Chinese companies adjust and prepare in advance? There are practical steps Chinese companies can take to better adapt and avoid misunderstandings:

1. 进入市场前开展文化和监管培训：为领导团队提供跨文化培训，并介绍当地的法律、商业和沟通规范。这有助于降低早期出错的风险，并改善与当地合作伙伴的协作。

1. Conduct cultural and regulatory training before entering the market: Provide leadership teams with cross-cultural training and briefings on local legal, business, and communication norms. This lowers the risk of early mistakes and improves cooperation with local partners.

2. 尽早聘请经验丰富的当地顾问：从一开始就聘请当地的律师、税务顾问、人力资源专家和咨询顾问。他们可以解释当地的期望，帮助避免合规问题，并确保文件和流程符合当地标准。

2. Engage experienced local advisors early: Hire local lawyers, tax advisors, HR specialists, and consultants from the start. They can explain local expectations, help avoid compliance issues and ensure that documents and procedures meet local standards.

3. 根据当地情况调整沟通方式：鼓励团队在与外国合作伙伴互动时采用更直接、明确和及时的沟通方式，以减少歧义和误解。

3. Adjust communication style for the local context: encourage teams to adopt a more direct, explicit, and timely communication approach when interacting with foreign partners, to reduce ambiguity and misunderstandings.

4. 学习并尊重当地的劳动和人力资源实践：了解员工权利、合同义务、工作场所安全要求和解雇程序。制定符合当地法律的人力资源计划，以避免纠纷。

4. Learn and respect local labor and HR practices: Understand employee rights, contract obligations, workplace safety requirements, and dismissal procedures. Establish an HR plan consistent with local law to avoid disputes.

5. 平衡关系建立与正式流程：维护良好的人际关系，但要确保这些关系有完善的合同、合规体系和程序规范作为支撑，以满足当地商业文化的要求。

5. Balance relationship-building with formal processes: Maintain good personal relationships, but ensure they are supported by solid contracts, compliance systems, and procedural discipline, as required by local business cultures.

在欧洲的合同谈判中，书面协议始终优先于口头承诺，任何内容未经书面记录均不具有约束力。各方期望合同清晰、准确且详尽，除非另有明确规定，否则每一项条款均具有法律效力。歧义通常会被严格解释，因此在整个谈判过程中，准确性和清晰度至关重要。

In European contract negotiations, written agreements always take precedence over verbal promises, and nothing is considered binding unless it is documented. Parties expect clear, precise, and detailed contracts, with each clause having its own legal force unless explicit priority is stated. Ambiguities are generally interpreted strictly, making precision and clarity essentialthroughout the negotiation process.

决策流程正式且结构化，每位代表的权限和职责都明确界定。职位或方向的变更需要解释，并要求保持持续沟通。截止日期、时间表和里程碑都被视为严肃的承诺，延期或调整只有在正式达成一致的情况下才能被接受。

Decision-making processes are formal and structured, with clear authority and responsibilities defined for each representative. Changes in position or direction require explanation, and consistent communication is expected. Deadlines, timelines, and milestones are treated as serious commitments, with extensions or adjustments only accepted if formally agreed upon.

透明度和充分披露至关重要，因为隐瞒相关信息会破坏信任，甚至导致协议无效。书面电子邮件和附件通常被视为具有约束力的证据，也是合同义务的一部分。谈判应遵循线性有序的流程，避免不必要地重新讨论已达成一致的问题，以免造成干扰。

Transparency and full disclosure are critical, as withholding relevant information can undermine trust or even invalidate agreements. Written emails and annexes are often treated as binding evidence and part of the contractual obligations. Negotiations are expected to follow a linear and orderly progression, avoiding unnecessary reopening of settled points, which could be seen as disruptive.

最后，遵守法律法规不容妥协。欧洲合作伙伴认为，遵守法律、法规和行业标准是不可协商的。劳动法、环境法规、安全标准和数据保护等惯例必须得到充分尊重，私人关系或非正式协议不能替代正式的、具有约束力的合同条款。

Finally, compliance with legal requirements cannot be compromised. European partners assume adherence to laws, regulations, and industry standards is non-negotiable. Practices such as labor law, environmental regulations, safety standards, and data protection must be fully respected, and personal relationships or informal agreements cannot substitute for formal, binding contractual terms.