Transcript Slajd 1
24/11/2005
Germany
Country profile
Group:
Io Kuong Sou, Kenny Damian Łuczak David Kruger David Kruger | Io Kuong Sou | Damian Łuczak
82,6 million inhabitants 357.022 km 2 Capital: Berlin Financial Capital: Frankfurt Borders: 9 GDP: 2178,2 billion EUR Germany
876km 640km Source: http://www.tatsachen-ueber-deutschland.de/782.0.html
24/11/2005
David Kruger | Io Kuong Sou | Damian Łuczak
Economy
Biggest German tradepartners Import Export
France Netherlands USA Italy UK China Belgium Austria Japan Switzerland Billions EUR
Source: http://www.tatsachen-ueber-deutschland.de/782.0.html
http://www.wto.org/english/res_e/statis_e/its2004_e/its04_overview_e.htm
24/11/2005 France USA UK Italy Netherlands Austria Belgium Spain Switzerland China Billions EUR
David Kruger | Io Kuong Sou | Damian Łuczak
Men Age in years
Population
Women Women excess Men excess Source: http://www.tatsachen-ueber-deutschland.de/782.0.html
24/11/2005
Thousand David Kruger | Io Kuong Sou | Damian Łuczak
Unemployment
The new states show a bigger unemployment rate Source: http://www.tatsachen-ueber-deutschland.de/782.0.html
24/11/2005
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Culture’s analysis HOFSTEDE’s
DIMENSIONS OF NATIONAL CULTURES
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
a) Power Distance
• Power distance Index: 35 • Germany has small power distance • We expected German students to treat teachers as equals David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
b) Individualism versus Collectivism
• Individualism Index: 67 • Germany is individualism • We expected every German student is expected to have a private opinion David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
c) Masculinity versus Femininity
• Masculinity Index: 66 • Germany is masculinity • We expected in German families that fathers deal with facts and mothers with feelings David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
d) Uncertainty avoidance
• Uncertainty avoidance Index: 65 • Germany has strong uncertainty avoidance • We expected Germans to act in terms „time is money” David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Power Distance & Uncertainty Avoidance – comparison to other countries
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005 Well-oiled machine
• Germany machine” Typical “Well- oiled • Management intervention is limited to exceptional cases • Rules should settle all daily problems David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
TROMPENAARS’
DIMENSIONS OF CULTURE
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Relationships with people in Germany
Universalism
• What is good and right can be defined and always applies • More emphasize on rule than relationship David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Relationships with people in Germany:
Individualism
• Germans focus on individuals • They can contribute to the community as and if they wish
Achievement
• “What did you study?” is more important than “Where did you study?” David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Relationships with people in Germany:
Neutral
• Germans should resemble machines in order to operate them more efficiently David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Attitudes to time
• “ Developed for the future” is more important than “achieved in the past” David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005 GESTELAND’s
CROSS – CULTURAL BUSINESS BEHAVIOR David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Deal-Focus Culture
• Germans are fundamentally task oriented, • Rely on written agreements • Direct, straightforward language • "Low-Context" Communication David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Formal Culture
• German culture is status, hierarchies, power and respect • When dealing with government officials • Important to show proper respect and deference David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Rigid-Time Culture ("Monochromic" Culture)
• Punctuality is critical • Schedules are set in concrete • Meetings follow an agreed outline or agenda
Reserved Culture
• Communicating verbally David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Rules of negotiations
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Appointments
• punctuality - be late is serious faux pas • appointments on most things • if late - inform about it David Kruger | Io Kuong Sou | Damian Łuczak
Business dress
24/11/2005
• formal and conservative, dark colored suits • "formal/informal dress" • avoid: ▪ excessively ornate jewelry ▪ items of conspicuous wealth (esp. Eastern Germany) David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Conversation
General rules:
• "small talk" not required • introduce yourself • difference between "Freunde" and "Bekannte" • suspicious character of compliments • "How are you?" means "How are you?" • a little bit of privacy David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Conversation
Welcome topics:
• sports • travel • news, politics • work • your experiences about Germany • with those who imbibe - beer David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Avoided topics:
Conversation
• World War the Second/Holocaust • personal life is personal matter David Kruger | Io Kuong Sou | Damian Łuczak
Addressing others
24/11/2005
• first names for close persons • last name basis even for colleagues from work • "Sie" instead of "Du" • highest rank goes first • use academic titles • last name, not "Hello" • learn some basic expressions David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Gift giving
General guidlines:
• gifts are polite but can be misinterpreted • gifts are expected for social events to express thanks • after the stay in Germany send a Thank You card David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Gift giving
Apreciated gifts:
• top-quality pens, tasteful office items with company logo • imported liquor, a wine of excellent vintage can be appropriate • elegant silk scarf or local food specialty of home country as a perfect gift David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Gift giving
Gifts to avoid:
• red roses, lilies or heather in a bouquet • clothing, perfumes and toiletries are too personal • beer is too common in Germany to bring it as a gift David Kruger | Io Kuong Sou | Damian Łuczak
The negotiations
• plenty of business cards • all your necessary details should be included • the Germans will be well-informed; you would be expected the same • agenda-based business communication • signed contract is certain • "sell" is not sufficient; facts and logical argumentations to back up proposals
24/11/2005
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
The negotiations
• detailed planning as principal characteristic of business co-operation • language simple and direct • seriously toned and technical data providing brochures • remarks to point out correctable mistakes • "No" is expressed directly by "no" David Kruger | Io Kuong Sou | Damian Łuczak
The negotiations
• fault-finding Germans sensitive to be criticized • concessions not usual; common ground sought for during impasse • personal details remain personal • decision-making not spontaneous • rules are set to be obeyed
24/11/2005
David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
The negotiations
• fast questions, interrupted answers • interruptions during getting off topic • German continues even if interrupted • one speaks when other is not finished • knocking the tabletop David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
Vielen Dank Obrigado M goi Dziękujemy David Kruger | Io Kuong Sou | Damian Łuczak
24/11/2005
References:
Cross-Cultural Business Behavior - Gesteland, R.
Financial Times - Sergey Frank, Aug 30, 2000 http://www.wikipedia.org
http://www.across-cultures.com
http://www.geert-hofstede.com
http://www.executiveplanet.com
http://www.tatsachen-ueber-deutschland.de
http://www.wto.org
David Kruger | Io Kuong Sou | Damian Łuczak