How to Practice Business Etiquette in Germany

As globalization increases, many American businesspeople spend an increasing portion of their day interacting with customers and vendors outside the United States. Clearly, understanding the culture and etiquette of other nationalities is vital. This understanding can have positive effects on business transactions and lead to strong and lasting relationships. Germany is the largest economy in Europe and the third-largest in the world. Here's how to conduct business in the German market.

Instructions

1. Dress conservatively in dark colors, both men and women. Women should avoid being flashy, especially with large, expensive jewelry. Casual wear, even for running errands or going to an informal dinner, is typically dressier than North Americans are used to. Do not wear sweat suits or shorts unless you are exercising.

2. Be punctual at all costs; do not be even a few minutes late to your meeting. Punctuality is very important to Germans, even in social situations.

3. Greet with a firm handshake, but if you are male, wait for a woman to extend her hand first. Maintain eye contact while shaking hands. Business cards may be exchanged upon meeting, and it is acceptable to exchange very brief pleasantries about sports (especially soccer) or your trip. Do not ask personal questions.

4. Be prepared for your meeting; this is extremely important. Your German colleagues are detail oriented and will certainly be prepared themselves. The meeting will begin quickly. You will probably be asked many questions. It is best to have the answers. Germans tend to base decisions on logic, and they will see a flashy, smoke-and-mirrors presentation for what it is.

5. Stick to the facts and sell your business, not yourself. To Germans, business is business and does not have to do with personal relationships. They are serious businesspeople, so joking may give the impression you do not take your business -- or worse, theirs -- very seriously.

6. Stand your ground, respectfully. Interruptions are common in business conversation, and often the most tenacious talker wins. If you feel your point must be heard, keep at it. If you are interrupted while answering a question, take that as a sign that your answer was sufficient and needs no further detail, and move on.

Tips & Warnings

• While you should not expect to be invited out socially by your German associates, if you are, keep in mind that though Germans are prolific beer drinkers, public drunkenness is frowned upon. Do not feel the need to keep pace at the risk of embarrassing yourself.

• The personal space distance in Germany is greater than North Americans may be used to. Take your cues from your German associates regarding what the distance should be; in any case, keep your distance.