Business practices in Germany – Santandertrade.com

During initial meetings (that do not last more than one hour), Germans usually prefer to get down to business and only engage in the briefest of small talk.

It is imperative to be well prepared and to have solid arguments because Germans often expect informative and well-documented answers to their questions. The opinion experts invited to attend the meeting will be the determining factor. Your presentation should be specific and backed up by facts, figures, tables and charts. Germans usually prepare cautious plans including fall-back and contingency measures, in order to avoid the unexpected. Many documents will be produced to elaborate and confirm discussions.

As meetings tend to be serious and formal, you should avoid any form of irony and should not interrupt the participants. Germans are direct to the point of bluntness. It is important to maintain direct eye contact while speaking and to avoid confrontational behaviour or high-pressure tactics. It is better to remain silent if the floor has not been given to you or if you are not prepared to make an informed contribution.

The business lunch culture is less widespread in Germany than in other European countries. Business lunches will be organised later on in the relationship, and will be an opportunity to go beyond purely professional issues. If your partner buys lunch, you should invite him/her to come to your country, where it will be your turn to take him/her out.