This is a team presentation PowerPoint I made for my team in the Cross-Culture Negotiation Presentation. Photos from internet search. Copyright belong to the author.

1. Negotiating
in
Germany
Jonah Guo & Team

2. Nationalism Influence
Punctuality
Conservative not easy to relax
formality Masculine
standardization Intelligent
less passionate
Perfection
Patience

3. Video: 30 Rock, Season 2 Episode 10

4. Setting the stage for negotiations
1.Be on time for negotiations.
Time is even
more important to Germans
than it is to Canadians.
2. Remember that German
business etiquette is very
formal.

5. 3. Eye contact is
important and
should be done almost to
the point of staring.
4. Send a person who has
a combination of
authority and
technical
expertise to do the
negotiations.

6. Video: 30 Rock, Season 2 Episode 10

7. Don’t worry
 You do not need to speak
German
 Most German in business speak
English

8. British or American English?
When it
comes to
writing,
Use
British
In Business it matters

9. OK is not OK
 The western “ok” sign
is considered to be an
obscene gesture.
 The same rule applies
for making a fist with
your thumb between
the index and middle
finger.

10. Business Card
If you receive a
card take a
moment to
inspect it then,
if possible,
place it on the
table in front of
you.

11. Inside the negotiation
 If there is a schedule, stick to it.
 Be prepared to focus a great deal of time on
technical information and details before
negotiations begin.

12. Avoid being
ambiguous.

13. Inside the negotiation
 Be as open as possible
about the pros and cons
of your product or service.
 Be open to criticism and
questions.
 Be sure to bring your own
questions.

14. Inside the negotiations
 Beprepared to move
slow and do not try to
rush the process.
 Do not expect
concessions to be
made easily.

15. Written materials
may help the process along.

16. Inside the negotiations
 Be aware that you may be expected to
compromise more than the other party.
 While Germans are not
above using tactics such
as deception or
aggression this is rare.
If it occurs it is best that
you do not reciprocate,
stay calm and restate
your opening position.

17. Danke
Schön
Jonah Guo
Jonahguo#gmail.com

18. References
Reference: Global Negotiations Resources, “Negotiating International Business – Germany,”
http://www.globalnegotiationresources.com/cou/Germany.pdf (accessed June 7, 2011).
Bettina Palazzo, “U.S.-American and German Business Ethics: And Intercultural Comparison,”
Journal of Business Ethics 41:195-216, 2002
J.L. Graham, A.T. Mintu, W. Rodgers, “Explorations of Negotiation Behaviors in Ten Foreign
Cultures Using a Model Developed in the United States,” Management Science/Vol. 40 No. 1,
January 1994
Reference: Global Negotiations Resources, “Negotiating International Business – Canada,”
http://www.globalnegotiationresources.com/cou/Canada.pdf (accessed June 9, 2011).
L. Katz, “Negotiating International Business - The Negotiator’s Reference Guide
to 50 Countries Around the World” Copyright 2006 Lothar Katz
Video: 30 Rock, NBC, Season 2 Episode 10

19. Thank You for listening!
Jonah Guo
Queen’s MBA 2012
Canada
www.Jonahguo.com
jonahguo@gmail.com
Tel: +1
(613)-770-3710