German Business Etiquette

German business etiquette is formal and structured.

Germany boasts one of the highest export rates in the world, and produces first-class automobiles like Porsche and BMW. However, the country also relies on professionals from other regions for materials such as textiles and machinery, which is why international business relations are so important. If you are planning on visiting Germany soon for negotiations, it is best to know the basic rules of German business etiquette in order to maintain a favorable reputation.

Professional Greetings

German men greet one another with a firm, brief handshake while maintaining direct eye contact. Women shake hands with one another when meeting as well; women who are more familiar with each other may kiss on one or both cheeks. Professional men and women also engage in a handshake; it is acceptable for a man to shake a woman's hand with the same firmness as he would a man's. When entering a business meeting where there are several people present, proper etiquette suggests shaking everyone's hand in the room when arriving and departing.

Professional Attire

Men should wear black, gray or navy blue suits to professional meetings and appointments, along with white shirts and a tie. Women are also permitted to wear business suits in pants or skirt form when attending meetings in Germany, but should not wear overly expensive accessories to the workplace. Men and women should both ensure that the shoes they wear in a business setting are always polished and clean.

Professional Titles and Business Cards

It is essential to refer to a German professional by his or her professional title and surname, proceeding the correct prefix, especially at initial business meetings. Men should be addressed as 'Herr' (Mr.), and women should be referred to as 'Frau' (Mrs.), followed by their title and last name, i.e. Herr Doctor Grant. Colleagues without a professional title should be addressed as Herr or Frau, and last name, i.e. Frau Green. After the first or second business meeting, an international colleague may be invited to use the German businessperson's first name, but it is best not to use this reference until permitted to do so. Business cards can be passed out at the beginning or end of the meeting. The cards do not have to be given or received a specific way, but should be treated with care and respect, i.e. professionals should not write on or fold the cards.

Negotiations

During the negotiation process, German professionals are very meticulous, and want to make sure that all details are in place before reaching a final decision. This may take several weeks, so it is important for international colleagues to be patient and pleasant throughout the negotiation. Decisions are made from the top down, so the person with the highest professional rank usually has the final say. Once a negotiation has been reached, it is unlikely that the German executives will be open to modifying the agreement.

Giving Gifts

For an initial business meeting, it is not necessary to bring a gift, but a small token, such as a souvenir from the international professional's country, is appropriate. When invited to the home of a German businessperson, it is proper etiquette to present the host with imported wine or fine chocolates. Flowers are an acceptable gift as well, but lilies should be avoided, as these flowers are used for German funerals. Gifts should be neatly wrapped, as Germans tend to open any gifts they receive in front of the giver.

References

• Economy Watch: Germany Trade, Germany Exports, Germany Imports
• Culture Crossing: Germany