Negotiating

in

Germany

Jonah Guo & Team

Nationalism Influence

Perfection

not easy to relax

less passionate

Intelligent standardization

Masculine

Patience

formality

Punctuality

Conservative

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Setting the stage for negotiations

1.Be on time for negotiations.

Time is even

more important to Germans

than it is to Canadians.

2. Remember that German

business etiquette is very

formal.

4. Send a person who has

a combination of

authority and

technical

expertise to do the

negotiations.

3. Eye contact is

important and

should be done almost to

the point of staring.

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Don’t worry

You do not need to speak

German

Most German in business speak

English

British or American English?

When it

comes to

writing,

Use

British

In Business it matters

OK is not OK

The western “ok” sign

is considered to be an

obscene gesture.

The same rule applies

for making a fist with

your thumb between

the index and middle

finger.

Business Card

If you receive a

card take a

moment to

inspect it then,

if possible,

place it on the

table in front of

you.

Inside the negotiation

If there is a schedule, stick to it.

Be prepared to focus a great deal of time on

technical information and details before

negotiations begin.

Avoid being

ambiguous.

Inside the negotiation

Be as open as possible

about the pros and cons

of your product or service.

Be open to criticism and

questions.

Be sure to bring your own

questions.

Inside the negotiations

Be prepared to move

slow and do not try to

rush the process.

Do not expect

concessions to be

made easily.

Written materials

may help the process along.

Inside the negotiations

While Germans are not

above using tactics such

as deception or

aggression this is rare.

If it occurs it is best that

you do not reciprocate,

stay calm and restate

your opening position.

Be aware that you may be expected to

compromise more than the other party.

Danke

Schön

Jonah Guo

Jonahguo#gmail.com

References

Reference: Global Negotiations Resources, “Negotiating International Business – Germany,”

http://www.globalnegotiationresources.com/cou/Germany.pdf (accessed June 7, 2011).

Bettina Palazzo, “U.S.-American and German Business Ethics: And Intercultural Comparison,”

Journal of Business Ethics 41:195-216, 2002

J.L. Graham, A.T. Mintu, W. Rodgers, “Explorations of Negotiation Behaviors in Ten Foreign

Cultures Using a Model Developed in the United States,” Management Science/Vol. 40 No. 1,

January 1994

Reference: Global Negotiations Resources, “Negotiating International Business – Canada,”

http://www.globalnegotiationresources.com/cou/Canada.pdf (accessed June 9, 2011).

L. Katz, “Negotiating International Business - The Negotiator’s Reference Guide

to 50 Countries Around the World” Copyright 2006 Lothar Katz

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Thank You for listening!

Queen’s MBA 2012

Canada

www.Jonahguo.com

jonahguo@gmail.com

Tel: +1

(613)-770-3710

Jonah Guo