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On business in Germany...
Text: Complied by Nisan Danisman from www.executiveplanet.com
This month, join us on a business trip to Germany. In the list of nations that Turkey imports from and exports to, Germany is both the largest importer of Turkish goods and the largest exporter of goods to Turkey. Since Turkey's economic relations with Germany are so important, it helps to have a few pointers on how to behave in German business life. You'll be pleased to hear that we did the research for you!
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Tips to bear in mind when negotiating a deal
The German side will arrive at the meeting well-informed, and will expect the same from you. Germans tend to be intensely analytical thinkers, and objective facts are the basis for truth. There is no room for feelings. Do not bring up private matters in meetings and do remain serious. Don't try to "loosen up" your German friends. Leave jokes for later when you are having fun.
When you are preparing promotional material, don't try to make them too attractive. They should be serious in tone, detailed, and make claims that can be proven. Don't worry about producing a brochure that seems lengthy or tedious; if the information is pertinent, your German counterparts will be inclined to read the whole thing. Moreover, they will expect your product to conform exactly to the description you have given.
Contracts are very important in German business culture. Anything that is signed is guaranteed. You are expected to honour all terms and conditions.
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.
Overtime is not smiled upon. If you stay late, they will assume that you are not good at time management. Do not expect Germans to work on weekends or holidays as this is family time.
Tips to bear in mind when entertaining
There is no such thing as a working breakfast. Business lunches can be held from 12.00 to 13.00. Although it depends on your relationship with your German counterparts, decisions are not normally made over lunch. It is best to follow their lead in the conversation.
Occasionally, at meetings, couples may be broken up and seated next to people they do not know. The intention of this arrangement is to introduce new acquaintances and promote conversation.
Germans do not often entertain business associates in their homes. If you are invited to a home however consider it a relationship-building gesture.
The most common toasts are 'Zum Wohl!' [with wine] and 'Prost!' [with beer], both of which generally mean a wish for good health. When making a toast, it is important to maintain direct eye contact from the time the glass is raised, until it is placed back on the table.
Tips to bear in mind when arranging meetings
The preferred times for business appointments are between 11.00 and 13.00 or between 15.00 and 17.00. Avoid scheduling appointments on Friday afternoons, as some offices close by 14.00 or 15.00 on Fridays
Never underestimate the importance of punctuality in German business culture. Arriving even five to ten minutes later than the appointed time is perceived as late. Be warned.
Tips on giving gifts
Gifts are not a part of German business culture. Only give a gift if necessary or if you have been given one before.
If you are invited to dinner at someone's home, a bouquet of flowers [though not red roses or lilies] for the lady of the house is an appropriate gift.
You can bring a wine of excellent vintage from your home country or an exceptional imported red wine. Avoid German wine as this could be seen as an insult to your host's choice of wine.
Tips on appropriate behaviour:
Germans enjoy talking about politics, but avoid joining in if you don't know the subject well. Avoid talking about WWII. Since Germans make great beer, it is always a good topic of conversation.
First names are usually used only by family and friends. Even colleagues who have worked together for years may not know their first names.
Say your last name when you answer the telephone.
Shake everyone's hand when you meet them and when you are leaving.
Almanya Germany On business in Germany... Almanya'yla iş yaparken
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