Introduction

A good business for a good business relationship. Businesses are based on

relationships. In work meetings you have to relate to other people. Anywhere,
where the relationships between them and the laws of courtesy and etiquette,
which make them more fluid and cordial.

The label in business is a very important factor that can influence, in a remarkable
way, the success or failure of a business relationship, a negotiation or any other
type of agreement.

Business Meeting planning

When setting up a meeting with your German counterparts, there are a number of
matters to consider in order to ensure the most advantageous outcome from your
negotiations:

Appointments in Germany are mandatory and meetings in German companies

are generally scheduled well in advance.

It is advisable that you make appointments a few weeks beforehand by

telephone or fax.

Try to avoid business meetings in the months of July and August or around the
times of national holidays

Rank is very important in German business. Never set up a meeting for a lower
ranked company employee to meet with a higher ranked person.

If you write to schedule an appointment, the letter should be written in German.

Expeditious handling of correspondence is mandatory. Telephone calls and

faxes should be returned promptly.
 .

Punctuality is taken extremely seriously.

Meetings are generally formal and initial meetings are used for the parties to get
to know each other.

As with most European countries, meetings etiquette in Germany relies on

professionalism, good business sense and formality. Bearing the above in mind,
together with a positive attitude will ensure good results.

Negotiation process

Business Meeting planning

When setting up a meeting with your German counterparts, there are a number of
matters to consider in order to ensure the most advantageous outcome from your
negotiations:

Appointments in Germany are mandatory and meetings in German companies

are generally scheduled well in advance.

Rank is very important in German business. Never set up a meeting for a lower
ranked company employee to meet with a higher ranked person.

Punctuality is taken extremely seriously

Meetings are generally formal

As with most European countries, meetings etiquette in Germany relies on

professionalism, good business sense and formality. Bearing the above in mind,
together with a positive attitude will ensure good results.
Negotiation process

When entering into business negotiations with German business people, there are
a number of important points that you should be aware of in order to ensure a
positive outcome from negotiations.

Germans are competitive, ambitious and hard bargainers.

In German business, a person’s word and handshake are considered his/her

bond. If a verbal agreement is made in a business meeting, it is generally
considered binding.

Business negotiations tend to be analytical and factual. A well-researched

speech with lots of graphs, empirical arguments, and statistics is usually preferred.
A direct, matter-of-fact approach will be most appreciated.

Business is hierarchical. Decision-making takes place at the highest levels of the

company i.e. top down.

You must be patient and not appear ruffled or irritated by the strict adherence
to protocol. Germans are detail- oriented and want to understand every innuendo
before coming to an agreement.

Jokes, anecdotes, a “hard sell” approach (which may entail insulting a

competitor), or spontaneous presentations are generally considered
inappropriate. Slang language and colloquialisms should be kept to a minimum or
better yet, not used at all.

Final decisions are translated into rigorous, comprehensive action steps that you
can expect will be carried out to the letter.
 Once a decision is made, it will not be changed.

Meeting protocol

When greeting people in Germany, particularly in business meetings, it is

imperative that you always use formality. The following are points of importance
when greeting Germans:

Germans are still quite formal and like their hierarchies. Therefore, titles and last
names are commonly used when not knowing a person and in business
relationships.

A man should be addressed as Herr (Mr.) and woman with Frau (Mrs.). In
business settings it is good to use the honorific plus the professional designation.

Germans offer a firm, but brief, handshake as a greeting. The handshake is often
accompanied by saying “Guten Tag” (Good Day). Sometimes “Hallo” (Hello) is
used; in the South, people say “Grüss Gott.” It is customary for people to also shake
hands upon departing from one another. In some German offices shaking hands is
part of the daily ritual, so do not be surprised if a round of handshaking precedes a
day’s work.

When meeting a business contact for the first time exchange business cards.

Although sincere smiles are welcomed, and people tend to be polite and
hospitable to one another, physical and emotional expressions may be kept to a
minimum upon initial introductions. Eye contact is generally expected during the
course of the introduction and conversation.

Germans are known for being direct, frank, and truthful about how they feel;
superficial, small talk is rarely welcomed. During a conversation, visitors are often
expected to express their opinions on topics such as the arts and international
events; however, they should be discreet when political issues come up.

When close friends greet each other, it is common to kiss both the left and right
cheeks. However, this is considered inappropriate in a business setting.
 Germans are not always going to come up and introduce themselves to
strangers, especially if they know that you don’t speak their language. Not all
Germans speak English and even if they do they might be not comfortable using it.
Even if you don’t know very much German, most of them will appreciate you
learning their language.

How to run a business meeting

The efficient administering of a meeting is vital to negotiations with German

counterparts. It illustrates your competence, motivation and dedication to making
a deal and also highlights your professionalism.

The primary purpose of a first meeting is to get to know one another and to
evaluate the person, to gain trust, and check the chemistry.

Germans usually discuss business after a few minutes of general discussion.

Meetings adhere to strict agendas, including start and end times.

Written or spoken presentations should be specific, factual, technical and

realistic.

Reports, briefings and presentations should be backed up by facts, figures,

tables and charts.

Germans abhor hype and exaggeration.

Germans are not comfortable handling the unexpected.

Maintain direct eye contact while speaking.

At the end of a meeting, some Germans signal their approval by rapping their
knuckles on the table top.