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Cross-Culture Negotiation Guide for Canadian: German, Jonah Guo


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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.

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Cross-Culture Negotiation Guide for Canadian: German, Jonah Guo

  1. 1. Negotiating in Germany Jonah Guo & Team
  2. 2. Nationalism Influence Punctuality Conservative not easy to relax formality Masculinestandardization Intelligent less passionate Perfection Patience
  3. 3. Video: 30 Rock, Season 2 Episode 10
  4. 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. 5. 3. Eye contact isimportant andshould be done almost tothe point of staring.4. Send a person who hasa combination ofauthority andtechnicalexpertise to do thenegotiations.
  6. 6. Video: 30 Rock, Season 2 Episode 10
  7. 7. Don’t worry You do not need to speak German  Most German in business speak English
  8. 8. British or American English? When it comes to writing, Use British In Business it matters
  9. 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. 10. Business CardIf you receive acard take amoment toinspect it then,if possible,place it on thetable in front ofyou.
  11. 11. Inside the negotiation If there is a schedule, stick to it. Be prepared to focus a great deal of time ontechnical information and details beforenegotiations begin.
  12. 12. Avoid beingambiguous.
  13. 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. 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. 15. Written materials may help the process along.
  16. 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. 17. DankeSchön Jonah Guo
  18. 18. ReferencesReference: Global Negotiations Resources, “Negotiating International Business – Germany,” (accessed June 7, 2011).Bettina Palazzo, “U.S.-American and German Business Ethics: And Intercultural Comparison,”Journal of Business Ethics 41:195-216, 2002J.L. Graham, A.T. Mintu, W. Rodgers, “Explorations of Negotiation Behaviors in Ten ForeignCultures Using a Model Developed in the United States,” Management Science/Vol. 40 No. 1,January 1994Reference: Global Negotiations Resources, “Negotiating International Business – Canada,” (accessed June 9, 2011).L. Katz, “Negotiating International Business - The Negotiator’s Reference Guideto 50 Countries Around the World” Copyright 2006 Lothar KatzVideo: 30 Rock, NBC, Season 2 Episode 10
  19. 19. Thank You for listening! Jonah Guo Queen’s MBA 2012 Canada Tel: +1 (613)-770-3710