The Germans are good businessmen and known to be very organized. They aim to be perfectionists, are ambitious and competitive. They have a great understanding of power and know how to use it in negotiations.
The German approach to negotiation is slow, logical and analytical. They sometimes do nothing to quicken the process, and they do not make an effort to justify things which may seem non-credible. Any hesitation or uncertainty from the other party can be interpreted as a sign of weakness. In the words of a manager, he must "learn to think clearly, in detail, and lay on paper, the results of his thinking." In any negotiation, the Germans keep their distance to show their seriousness. Physical contact by touching is excluded and they avoid any signs that could be perceived as a commitment to further personalize the relationship. The Germans want to get the best benefits on any negotiation. They are stubborn and intractable. Honesty and simplicity are the German negotiating styles that rely on a series of concrete, specific points, discussed in text, and confirmed by figures in a rather linear logic.
The German negotiators are very technical. One must therefore be prepared to discuss "technical" accurately.
The decisions take long in coming, because Germans must have as much information before committing.
Seven points are worth emphasizing in an attempt to define the German style of business:
- First, it is important to note that German formalism is well developed. This means that the various titles of people are put forward and are recognized as evidence of competence.
- Respect of rules may seem restrictive to some, but are fully integrated by the Germans
- Delays in decision making.
- Great pride in technical quality and presentation in Germany. The Germans are suspicious in relation to foreign products.
- Many serious things cannot be taken lightly.
[...] Design time and work organization The Germans are fundamentally monochromic. They are unable to change their schedules at the last minute. It takes time to make a decision because they have to gather as much information as possible and weigh the pros and cons before committing. By cons, once decided, they find it unthinkable to return it. The accuracy is part of their daily lives and this is reflected in punctuality. The Germans are not used to waiting. According to them wait is taken as a humiliation by a German or proof that the recipient cannot manage his or her time. [...]
[...] In the words of a manager, he must "learn to think clearly, in detail, the results of his thinking should be in papers." During all negotiations, the Germans keep their distance to show their extent, their seriousness. Physical contact by touch is excluded and they avoid all the signs that might be perceived as a commitment to further customize the relationship. The Germans want to absolutely get the best benefits of negotiation. They will be stubborn and intractable. Honesty and simplicity are the German trading style that relies on a succession of points that are concrete and specific, discussed in text, confirmed by figures, in a rather linear logical way. [...]
[...] These seven points will point out and try to define the German style . - First, it is important to note that the formalism is developed enough the German way. This means that the different titles of persons (e.g., Doktor, Doktor Professor; . ) are put forward and will be recognized as proof of competency. - Respect for rules that may seem restrictive to some, but being fully integrated by the Germans - Slowness in decision making - Pride in the technical quality present in Germany. [...]
[...] How to behave to negotiate with a German? (To internationalize book - techniques and strategies) - No commercial gamble, or technological: for every action, are to provide evidence to show the possibilities of success. - Permanence and security, projection in time: the German knows that working in long-term patterns is meant to last, planning is the key word: action planning, work, career. It does not change trading partner or technical: we want to work with reliable partners over time. - Conceptualization of the action: everything is weighed, measured, resources are optimized, the German is ready for anything because it has (almost) everything planned. [...]
[...] Improvisation is not desired. - Collective decision-making and delegation of powers: the executive is not almighty, except to enforce a collective decision taken by consensus. The decision is made when all the necessary elements together and when all concerned are informed, which is relatively long. Then, it is executed quickly. For all acts of management, company organization chart indicate the competent person in a particular field. - Organization of time: it is planned so that the scheduled task runs in good condition and is completed. [...]
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