Doing Business in Germany

If you intend to practice some German beforehand, make sure you will know the difference between "Sie" (the polite form of "you") and "Du" (the informal one). Once a foreign lady was talking with a police officer when she used "Du". He was so insulted that he arrested her. A newspaper carried the story under the musical headline, "You Du Something to Me!"

COMMUNICATION AND BEHAVIOUR

• If you do not speak German, be careful of addressing a person in English.
• While Germans can speak very good English, some may well feel offended by the presumption.
• Germans don't expect to be greeted by strangers ("since I don't know this person there is no need to get into superficial pleasantries").
• Germans usually prefer third-party introductions whenever possible.
• Praising is not part of German business protocol and will often cause embarrassment.
• Football, recent holidays, work and beer are good conversation topics.
• World War II, the Holocaust and personal inquiries (salary, cost of personal objects, family) are to be avoided.
• German etiquette regarding who should pay the bill at the end of a meal is quite peculiar. The person who extends the invitation will be the person who pays.
• They do not expect you at all to fight for the bill. Your persistence will result in a serious offence.
• In Germany, a small gift is considered polite, especially when contacts are made for the first time.
• Substantial gifts are not usual, and certainly not before a deal has been reached.
• Gifts are expected in social events, especially to express your gratitude after being invited to a dinner party at a home.
• Avoid selecting anything obviously expensive. A bouquet of flowers (not in red) to the house lady will be a good choice.
• After returning home, remember to send a hand-written card to your hosts for their invitation.
• For restaurants and taxis, a tip of 10% or slightly less will be sufficient.

DOING BUSINESS

• Punctuality in German business culture is sacred.
• Arriving 15 minutes late will be considered a very serious offence and could mean a shaky start to any potential business relations.
• The best time to schedule a business appointment is between 10:00 am and 1:00 pm or between 3:00 pm and 5:00 pm.
• Avoid scheduling appointments on Friday afternoon, as some offices will close by 2:00 pm or 3:00 pm on Fridays.
• Dress in corporate business is formal, dark and conservative for both men and women. Dress codes in the IT sector are more casual.
• Bring a plentiful supply of business cards. Unless you will be exclusively dealing with Germans, it is not necessary to have the reverse side translated.
• Germans should be addressed by the academic title given on their card (e.g. "Dr.").
• In your card, include your full title or position, any university degrees you have earned and professional organisations membership.

• Germans will arrive at the meeting well informed, and expect the same from you.
• German executives tend to be analytical thinkers, requiring lots of facts and examples from the other side to support their position.
• German businesspeople tend to be traditionally cautious of new ideas and concepts. Institutional change comes very slowly and often quite reluctantly.
• Unlike North Americans, Australians and Spaniards, which are typically "high risk-taking" cultures, German businesspeople tend to be traditionally cautious to new ideas and concepts.
• Flexibility and spontaneity are not common traits in German business culture.
• When you are preparing promotional material, be aware that German executives are not impressed by glitzy advertising, illustrations or memorable slogans.
• Germans don't find it hard to say "no", "I can't", or "This is impossible".
• Decision-making is slow, protracted and every detail relating to your proposal will be carefully examined.