BUSINESS CULTURE

AND ETIQUETTE
IN GERMANY
1. Greetings
2. Names and Titles
3. Business Meetings
4. Conversation Topics
5. Negotiation
6. Business Entertaining
7. Gift giving
8. Practical Advice
BUSINESS ETIQUETTE IN GERMANY
Business Culture & Etiquette Guides
GREETINGS
A long, rm handshake, looking at the other persons
eyes is the most usual form of greeting.
A weak handshake or not looking directly at the other
person are signs of weakness or distrust.
Unlike other cultures a woman can take the initiative
when greeting.
Business Culture & Etiquette Guides
Treatment is formal: surnames and titles are used to
address people.
When the professional title is known (Doktor, Direktor,
Professor) it must be put after Mr. or Mrs. (or Ms), or their
equivalent in German: Herr (Mr.) and Frau (Mrs. or Ms.).
So Director Gustav Schmidt will be addressed as Herr
Direktor Schmidt.
First names are only used when there is a close personal
relationship.
NAMES AND TITLES
Business Culture & Etiquette Guides
Punctuality for all business aspects (meetings, deliveries,
payments, etc.) is compulsory. If a presentation is planned for
thirty minutes it should be just that.
If you are relaxed about time then they will think the same is
true for commitments.
You must prepare an agenda with the items to be covered at
each meeting and strictly follow it. Meetings have to begin and
end on time.
BUSINESS MEETINGS
Business Culture & Etiquette Guides
Introductions and the preliminary chat are very brief.
Germans get down to business immediately.
You should not make personal compliments unless a
sound relation has been established; it is better to make
compliments at company level.
Favourite topics of conversation are hobbies (almost all
Germans have one), holiday places (most travel abroad) and
alcoholic drinks (German wines and beers are world famous).
CONVERSATION TOPICS
Business Culture & Etiquette Guides
The German manager focuses on two points: product quality
and service. He is especially concerned about production and the
technical aspects.
Price is also a key factor, since the German market is one of
the most competitive in the world and it receives ofers from
thousands of suppliers. When setting prices you should bear in
mind the high marketing costs and should not be misled by the
high selling prices to retailers.
The German buyer is conservative: he does not readily change
suppliers and is not particularly keen on sporadic business either,
he prefers medium-term relations. To enter the market you must
ofer something extra, either an original product or a better price.
NEGOTIATION
Business Culture & Etiquette Guides
The most usual business meal is lunch. Negotiations can be
done before or after, but not during the meal.
They usually say Guten Appetit (Bon apptit) before starting
the meal. At formal meals the host makes a toast. They say
Prosit (Enjoy your meal) or Zum Wohle (Towards goodness).
BUSINESS ENTERTAINING
Business Culture & Etiquette Guides
You should not give expensive gifts, although they must
be of good quality.
In general, they are given to indicate that the business
has been successfully concluded.
You must avoid giving gifts which because of the context
or moment could be misinterpreted.
GIFT GIVING
Business Culture & Etiquette Guides
To obtain the Germany Business Culture Guide with more
than 100 tips about etiquette and protocol, verbal and non-
verbal communication, negotiation strategies, etc., clic on:
Germany Business Culture and Etiquette Guide
To obtain Business Culture Guides in other countries clic on:
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PRACTICAL ADVICE
Business Culture & Etiquette Guides