■German Society and Culture
◆ A Planning Culture
◇In many aspects, Germans can be regarded as the masters of planning. This is a culture that values forward thinking and knowing what they will be doing at a specific time on a specific day.
◇Prudent planning, in one’s business and personal life, supplies a sense of security. Rules and regulations make people know what is expected and plan their life accordingly.
◇Once the appropriate way to complete a task is discovered, it is not necessary to think of doing it in other ways.
◇Germans believe that establishing clear dividing lines between people, places, and things is the surest way to live an organized and ordered life.
◇Divide work and personal lives rigidly.
◇Every activity has its proper time. When the business day is over, you are expected to leave the office. If you must stay after normal closing, it shows that you did not arrange your day properly.
◆ The German Home
◇Germans are very proud of their homes. They are always kept neat and tidy, with everything having its position.
◇In a culture which stresses formal communication, the home is the place where one can relax and let your own individualism shine.
◇Only close friends and relatives are invited into the sanctity of the house, so it is the one place where more informal communication may take place.
◇There are many unwritten rules concerning the exterior maintenance of one’s home.
◇It is necessary to always keep common areas clean, such as sidewalks, pavements, corridors (in apartments), and steps.
■German Etiquette and Customs
◆ Meeting Etiquette
◇Greetings are formal.
◇The traditional greeting is a quick, firm handshake.
◇Titles are very important and indicate respect. Use a person’s title and their surname until you are allowed to use their first name. You should say Herr or Frau and the person’s title and their surname.
◇Generally await your host or hostess to introduce you to a group.
◇When entering a room, shake hands with people one by one, including children.
◆ Gift Giving Etiquette
◇If you are invited to a German’s house, take a gift such as chocolates or flowers. Yellow roses or tea roses are always the best choices.
◇Do not send red roses as they represent romantic intentions.
◇Do not give carnations as they are used in mourning.
◇Do not send lilies or chrysanthemums which are used at funerals.
◇If you bring wine, it should be imported, French or Italian. Giving German wines is seen as meaning you do not think the host will offer a good quality wine.
◇Gifts are usually opened when received.
◆ Dining Etiquette
If you are invited to a German’s house:
◇Arrive on time as being punctual demonstrates proper planning. Avoid arriving early.
◇Do not arrive more than 15 minutes later than invited without calling to explain you have been delayed.
◇It is advisable to send a handwritten thank-you note the following day to thank your hostess for her cordial reception.
◆ Table Manners
◇Keep standing until invited to take a seat. You may be guided to a particular seat.
◇Table manners are Continental—hold the fork in the left hand and the knife in the right hand while eating.
◇Do not start eating until the hostess starts or someone says “guten appetite” (good appetite).
◇At a large dinner party, do not put your napkin in your lap until the hostess does so.
◇Do not put your elbows on the table.
◇Do not cut lettuce in a salad. Using your knife and fork to fold it.
◇Use your fork to cut as much of your food as possible, since this commends the cook by showing the food is easy to cut and chew.
◇Eat up everything on your plate.
◇Break rolls apart by hand.
◇Show you have finished eating by placing your knife and fork parallel across the right side of your plate, with the fork above the knife.
◇The host makes the first toast.
◇An honored guest should propose a toast in return later in the meal.
◇“Zum Wohl!” (“good health”) is the most common toast with wine .
◇“Prost!” (“good health”) is the most common toast with beer.
■Business Etiquette and Protocol in Germany
◆ Relationships and Communications
◇A personal relationship is not necessary for Germans to do business.
◇They will show great interests in your academic credentials and the amount of time your company has been involved in business.
◇Germans show great respect to people in authority, so it is necessary that they understand your position relative to their own.
◇Germans do not like to work with door open. People often work with their office door closed. Knock and wait to be allowed in before entering.
◇German communication is formal.
◇Adhering to the established protocol is very important to build and maintain business relationships.
◇As a group, Germans do not trust exaggeration, promises that sound too good to be true, or demonstrations of feelings.
◇Germans will say exactly what they think without trying to be polite.
◇A great deal of written communication is expected to support decisions and to keep a record of decisions and discussions.
◆ Business Meeting Etiquette
◇Appointments are imperative and should be made 1 to 2 weeks ahead.
◇Letters should be sent to the top person in the functional area, which includes the person’s name as well as their proper business title.
◇If you write to make an appointment, the letter should be written in German.
◇Arriving on time is taken extremely seriously. If you expect to be detained, telephone without any delay and give an explanation. It is extremely discourteous to cancel a meeting at the last minute and it could endanger your business relationship.
◇Meetings are usually formal.
◇Initial meetings are more about getting-to-know-you, which allows your German colleagues to see if you are reliable and responsible.
◇Meetings follow strict agendas, which include starting and ending times.
◇Keep direct eye contact while speaking.
◇Although your mother tongue may be spoken, it is advisable to employ an interpreter so as to prevent any misunderstandings.
◇At the end of a meeting, some Germans indicate their approval by rapping the tabletop with their knuckles.
◇There is a rigid protocol to adhere to when entering a room:the most senior or highest ranking person enters the room first;men enter before women, if their age and status are approximately equivalent.
◆ Business Negotiation
◇Do not sit until allowed and told where to take a seat. There is a strict protocol to be followed.
◇Deal with the process with the formality that it merits.
◇Germany is heavily governed and highly bureaucratic.
◇Germans prefer to get down to business and only devote themselves to the briefest of small talk. They will show great interests in your credentials.
◇Ensure your printed material is supplied in both your mother tongue and German.
◇Follow contracts strictly.
◇You must have patience and not appear upset by the rigid adherence to protocol. Germans place emphasis on details and want to understand every innuendo before reaching an agreement.
◇Business is hierarchical. Decisions are made at the top of the company.
◇Final decisions are converted into strict, comprehensive action steps that you can expect will be executed to the letter.
◇Germans do not like confrontation and try not to use high-pressure techniques. It can be counter-productive.
◇The decision that has been made can not be changed.
◆ Dress Etiquette
◇Business dress is modest, formal and conservative.
◇It is proper for men to wear dark-colored, conservative business suits.
◇Either business suits or conservative dresses are appropriate for women.
◇Never wear pretentious jewelry or accessories.