Doing Business in Germany

Book description

The focus of the book is to help readers understand how certain concepts and values influence the way Germans like to do business.

Germany is the strongest economy in Europe, and one of the largest worldwide. The business climate is good, people are highly skilled, and consumers have plenty of spending money in their pockets; for companies that are doing business internationally, Germany is a market that simply cannot be overlooked. However, many business relationships with Germans come to an end even before they begin; intercultural differences very often result in misunderstandings, frustration, and an unnecessary loss of time and money. Especially with Germans, even small things can be crucial when you are speaking to a (potential) business contact.

This book aims at helping students and professionals avoid the common pitfalls that international business people typically step into when dealing with Germans for the very first time. Unlike with the other business- or text-books focusing on culture, this book will do more than just arm you with some simple “Dos and Don’ts;” it will provide interesting and easy-to- understand descriptions and anecdotes that highlight the cultural standards and dimensions that are (typically) theoretically discussed in scientific texts. Essentially, while talking about what makes “the average” German tick, readers will be equipped with the relevant background knowledge. The focus of the book is to help readers understand how certain concepts and values influence the way Germans like to do business. It will guide them on how to successfully interact with Germans, whether at trade shows, during virtual and face-to-face meetings, or when they are negotiating their first contract.

Table of contents

  1. List of Figure and Tables
  2. Preface
  3. Acknowledgments
  4. Chapter 1
  5. Where to Locate Germany on the (Economic) World Map
  6. Geography and Population
  7. (Industry) Clusters and the Relevance of the Mittelstand
  8. Regional Peculiarities
  9. Chapter 2
  10. What You Should Know About (Our) History
  11. Be Aware of Biased Viewpoints
  12. Patchwork Central Europe and the Power of the Church
  13. “Great” Wars and the (First) German Nation
  14. Nazi Germany and the Preliminaries of the Second World War
  15. The Two Germanys of 1949–1990 and Beyond
  16. Chapter 3
  17. What You Should Know About Our Economy
  18. Labor Market and Employment
  19. Things We Are (Especially) Good At
  20. Talents We Might Lack
  21. “Made in Germany” and the Dual Education System
  22. The Relevance of Chambers and Trade Associations
  23. How We (Like to) Spend Our Money
  24. Chapter 4
  25. What (Else) Makes People in Germany Tick?
  26. What We Vote for (in Life): Current Issues in Politics
  27. What We (Like to) Take for Granted: Security, Structures, and Status
  28. What We Trust in: Plans, Rules, and Clear-cut Directions
  29. What We (Try to) Teach Our Kids: Manners and Common Habits
  30. Chapter 5
  31. How to Talk to Germans
  32. How Culture Matters: Let’s (not just) Cut the Small Talk
  33. Be Aware: Things (that) Could Get Lost in Translation
  34. Chapter 6
  35. What to Expect in Typical Business Encounters
  36. What You Should Know About German Trade Shows
  37. How to Arrange for (Sales) Meetings
  38. What to Consider for Face-to-Face Presentations and Online Meetings
  39. RFPs, Quotes, and Negotiations: How to Close the Deal with Germans
  40. Chapter 7
  41. How to Maintain (Cordial) Business Relationships
  42. What the Average German Understands by “Good” Relationship
  43. Varied Interpretations of the Term “Hospitality”
  44. References
  45. Index
  46. About the Author

Product information

  • Title: Doing Business in Germany
  • Author(s): Andra Riemhofer
  • Release date: March 2019
  • Publisher(s): Business Expert Press
  • ISBN: 9781948198851