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How to negotiate successfully in Germany
Germany
Remember that...
Germans do not like negotiators who speak without full knowledge of the facts. If you are not sure about something, it is better to keep quiet. There is a saying that expresses this idea very well: Reden ist Silber, Schweigen ist Gold (“Speaking is Silver, silence is gold”).
Negotiation tips
  • The main characteristic of the German business world is Ordnung (order). Rules, codes, regulations dominate business relations. If you want to be successful you must prepare yourself mentally and be ready to observe them.
  • The German buyer is conservative: he does not readily change suppliers and is not particularly keen on sporadic business either, he prefers medium-term relations. To enter the market you must offer something extra, either an original product or a better price.
  • In presentations you should use direct, clear and logical language based on arguments, numerical data and graphs should follow a predetermined structure. The Germans are more concerned about facts than the company’s image or history.
Etiquette tips
  • Treatment is formal: surnames and titles are used to address people. When the professional title is known (Doktor, Direktor, Professor) it must be put after Mr or Mrs (or Ms), or their equivalent in German: Herr (Mr) and Frau (Mrs or Ms).
Country Guide
How to negotiate successfully in Germany
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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