This document discusses differences between German and American communication styles. Germans tend to be more direct and focus on facts, while Americans may present opinions without facts. Germans see direct criticism as honest and responsible, while Americans may take it personally. Germans prioritize truth over saving face and see mistakes as opportunities for improvement. Americans seek compliments and prefer indirectness over direct criticism. These differences can lead to misunderstandings between German and American business partners.

1. German and US
Communication Differences
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Catherine Mercer Bing
Managing Director,
ITAP Americas, Inc.

2. 2
Communication Styles
GERMAN
• Opinions tend to be expressed
directly and in specific terms,
focusing on facts
• Linguistic eloquence is seen as
“admirable”
• Conflicts tend to be confronted,
not avoided
• Compliments and praise are
given sparingly
SOURCE: TWIST Consulting/ITAP Germany
US AMERICAN
• Opinions are expected and are
presented even when missing
supporting facts
• “Short-hand” talking is typical
• Conflicts tend to be considered
a personal threat and create a
defensive reaction
• Compliments are sought and
desired

3. 3
Communication Styles
GERMAN
• Direct comments stating facts,
offering criticism are being
socially responsible
• Reasoning style:
analytical/deductive
• Conversation topics: weather,
current events, travel, politics,
sports
• Taboo topics: personal
questions too soon
US AMERICAN
• Direct comments are
considered demanding and
challenging/micro-managing
• Reasoning style: more
opinionated
• Conversation topics: weather,
sports, TV, current events,
travel, “small talk”
• Taboo topics: religion, politics,
money
SOURCE: TWIST Consulting/ITAP Germany

4. 4
Communication Styles
GERMAN
• Asking critical and incisive
questions is part of creating a
better society
• Priority is given to getting to the
truth of a matter (not saving
face)
• Critical questions are a sign of
interest in a topic not rejection of
the speaker
SOURCE: TWIST Consulting/ITAP Germany
US AMERICAN
• Asking critical questions is part
of showing how smart you are
• Priority is given to getting your
point across and competing to
win
• Critical questions are
considered criticism and taken
personally (defensive response
likely)

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What Causes
Misunderstandings?
Directness of Germans…
• honesty highly valued
• used when stating facts, offering criticism, issuing direct
commands
• related to desire for clarity and dislike of ambiguity
• honesty and clarity gains one respect and credibility
German verbal habits reinforcing directness:
• use of “upgraders”: definitely, absolutely, totally
• use of unqualified yes or no statements
• direct contradictions
• frequent use of “have to” (müssen) and should (sollen)
• use of direct imperatives SOURCE: TWIST Consulting/ITAP Germany

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German
• The perfect solution is sought
• Negative issues are examined in
great detail
• Mistakes are seen as negative
• Regulations determine what you
are permitted to do
US American
• A fast appropriate solution is
sought (Just do it!)
• Negative issues are reluctantly
brought into the open
• Mistakes are seen as growth
opportunities
• Regulations determine what you
are not permitted to do
Contrasting Problem-solving
Styles
SOURCE: Moosmueller, Alois, Kulturen in Interaktion: Deutsche und US-
Amerikanische Firmenendsandte in Japan, Waxmann Verlag, Münster, 1997

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Projects: Different Viewpoints
Germans
tend to…
Americans
tend to think…
Americans
tend to…
Germans
tend to think…
Project idea … collect information “Why are they doing
this?”
…chat informally about
an idea
“Why aren't they
doing anything?”
Project Meetings … get down to business “They are cold and
unfriendly”
…begin with small talk “They are wasting
time.”
… present detailed
plans
“How can they discuss
details at this stage?”
… begin with
brainstorming
“They are not
prepared for the
meeting.”
…express criticism
openly
“They don't like each
other/me”
…be enthusiastic about
all ideas
“They are not
sincere.”
Project Process … work individually on
the task assigned to
them
… believe clearly
defined milestones
guarantee success
“They don't
communicate or work as
a team”
…hold frequent
meetings; change
tasks as
circumstances
change
… believe continuous
contact guarantees
success
“There are too many
meetings; we can't
get our work done.”
SOURCE: TWIST Consulting/ITAP Germany

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Catherine Mercer Bing
CEO, ITAP International, Inc.
cbing@itapintl.com
ITAP International
353 Nassau Street, First Floor
Princeton, NJ 08540 USA
(W) 1.215.860.5640
(M) 1.609.937.1557
http://www.itapintl.com
Q & A
…thank you…
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