Negotiation & Follow Up

Do not sit until invited and told where to sit. There is a rigid protocol to be followed

Meetings adhere to strict agendas, including starting and ending times

Treat the process with the formality that it deserves

Germany is heavily regulated and extremely bureaucratic

Germans prefer to get down to business and only engage in the briefest of small talk. They will be interested in your credentials

Make sure your printed material is available in both English and German

Contracts are strictly followed

You must be patient and not appear ruffled by the strict adherence to protocol

Germans are detail- oriented and want to understand every innuendo before coming to an agreement

Business is hierarchical. Decision-making is held at the top of the company

Final decisions are translated into rigorous, comprehensive action steps that you can expect will be carried out to the letter

Avoid confrontational behaviour or high- pressure tactics. It can be counterproductive

Once a decision is made, it will not be changed

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

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

Decision-making is often a slow and detailed process.

Do not expect significant conclusions to be reached based on spontaneous or unstructured results.

You must be patient and not appear ruffled or irritated by the strict adherence to protocol.

Avoid confrontational behaviour or high-pressure tactics.

A “hard sell” approach , or spontaneous presentations are generally considered inappropriate.

Slang language and colloquialisms should be kept to a minimum or better yet, not used at all.

Decisions are often debated informally, and are generally made before meetings with compliance rather than consensus expected in the meeting

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

See that all members understand and carry out their actions and responsibilities

Contracts are strictly followed in Germany

Many German businesses put their general business conditions, in German, on the back of orders

As German businesspeople are very formal, socialising after meetings will not occur until firm working relationships have been established

Leave a Reply

Your email address will not be published. Required fields are marked *