Germany: Let's Make a Deal! - Part 3

From ExecutivePlanet.com

What you should know before negotiating

Similarly, Germans have no problems saying “no”, “I can't”, or “This is impossible” if that is what they mean. If a rule says something cannot be done, or if the person doesn't eat a certain type of food, he or she will likely say so--not due to any intended insensitivity or discourtesy toward the other's feelings, but as a simple statement of fact. In the event, even if you may feel uncomfortable, keep to the facts, be prepared to apologize [but not excessively!] for any errors [apparent or mistakenly perceived], and be in a position to provide a very plausible explanation or solution.

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Interestingly enough, having said all that, Germans can be quite sensitive to criticism themselves. As theirs is a more individualist-oriented culture, they are more sensitive to their own public “face”. Therefore, you should be especially aware of unintentionally saying or doing anything to embarrass them publicly. Practice diplomacy whenever you can, especially if the other party is not prepared or in a position to do it himself/herself. Successful and effective diplomacy is predicated on seizing the initiative, taking on the burden to create the most productive environment conducive to a long-term relationship, regardless of how skilled or unskilled the other is in contributing to that relationship.

German businesspeople will not make concessions easily. They will, however, look for common ground and this is your best route to making progress when negotiations reach an impasse. Be warned that any attempts to be aggressive and confrontational with a sizeable German company are usually counterproductive.

While Germans generally prefer to maintain an air of formality, they can become very emotional if their sense of order and routine becomes challenged. East Asians, for example, whose public behaviour is far more strictly bound by an etiquette of “correct behaviour” should be prepared for Germans [and generally Westerners] to show less restraint in revealing their personal mood and emotions in public.

Germans, generally, are very private people. Therefore, do not discuss personal matters during business negotiations. Nonetheless, despite their value of keeping business and private relations separate, it is not at all impossible to cultivate relationships on more personal terms with your business partner. Simply realize that Germans need more time to form relationships on a personal level. At the beginning of a new relationship, don't feel you need to go to as much trouble or show as much enthusiasm as you may normally do in your home country or with others from similarly relationship-oriented cultures. This will not be expected, and excessive efforts to force a personal level of contact can leave the other with an uncomfortable feeling of obligation to you.

Decision-making in German business culture is slow, protracted, and every detail relating to your proposal will be painstakingly examined. Therefore, do not expect substantial decisions to be made spontaneously at the table. However, once a decision is finally made, it is extremely difficult to change.

In German culture, rules of any kind are meant to be taken seriously. Moreover, if you break the rules, you will be reprimanded. You will have to make an effort to become sensitive to the implicit and explicit rules that shape this society.

At the end of a meeting or presentation, Germans often signal their approval or thanks by gently rapping their knuckles on the tabletop instead of applauding.

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