Aksana Kavalchuk Cross-Cultural Management: How to Do Business with Germans - A Guide - Deutsche Gesellschaft für InternationaleDeutsche Gesellschaft Zusammenarbeit für (GIZ) GmbH Internationale Zusammenarbeit (GIZ) GmbH Friedrich-Ebert-Allee 40 53113Friedrich-Ebert-Allee Bonn 40 Germany53113 Bonn T +49 228 4460-1227 Germans with Do Business How to - A. Kavalchuk FT +49 228228 4460-1333 4460-0 EF
[email protected]+49 228 4460-1766 I www.gc21.de/mpwww.giz.de Contents Contents Foreword 5 Preface 9 1 The German understanding of the professional 16 1.1 Task orientation 16 1.2 Seriousness and trustworthiness 25 1.3 Perfectionism as thoroughness and desire for perfection 27 1.4 Reliability and punctuality 32 1.5 Separation of spheres of life 41 1.6 The German love of order 45 2 Features of the German business communication style 54 3 The first meeting 62 3.1 Greeting and rules of address 62 3.2 Small talk 64 3.3 Dress code 65 3.4 Non-verbal communication 66 3.5 Paraverbal communication 70 3.6 Presentations and speeches 72 4 How Germans negotiate 76 4.1. General approach 76 4.2 Negotiating style 77 4.3 Protocol aspects 81 4.4 Decision-making 83 4.5 The agreement 84 2 Contents 5 The project, German style 86 5.1 The planning phase 86 5.2 Assignment of tasks and the work process 87 5.3 What to do in crisis situations and when problems arise 88 5.4 The role of the Project Manager 90 5.5 Information and communication in a project 92 6 How Germans behave in conflict situations 96 6.1 Perception of conflict 96 6.2 Reactions in conflict situations 97 6.3 Conflict resolution strategies 99 Appendix 105 List of References 105 The German soul reflected in proverbs and sayings 106 German holidays 108 For those who'd like to learn more 110 Internet resources 111 3 Foreword Foreword Germany is a key player in international economic relations.