Putting it on paper reduces the risk

Germans are often described by non-Germans as having the following qualities: sensible, reserved, punctual, precise, cold, target-oriented, arrogant, sure of themselves, obedient, disciplined, plan-oriented, authoritative, stiff, unfeeling, direct, bureaucratic, professional, correct, self-assured, petty, highly orderly, strong, humourless, principled, reliable, perfectionist, organised.

This list is made up of stereotypes and/or prejudices which lie in the eye of the beholder and reflect reality to varying degrees. Nevertheless, we can identify specific behaviours through which we can distinguish members of the German culture from those of other cultures.

Behind these stereotypes stand cultural standards which determine the behaviour of people within the cultural group. These firmly-anchored values, developed through the ages, are closely-associated with positive feelings for members of the culture. They need no reflection, are taken for granted and are accepted by all members of the culture as 'right'.

Cultural standards describe characteristics on an abstract and generalised level. They relate to the elements which are common to a particular nation. An individual German can, of course, significantly diverge from these standards. However, the majority of Germans adhere to them, which explains the consistent impressions foreign business partners have of Germans.

DESCRIBING GERMAN CULTURAL STANDARDS

The most important German cultural standards are:

Focus on the task

Business and pleasure are strictly separate

Value of structures and rules

In German companies, there are countless rules, regulations, procedures and processes. German business people prefer contracts and written agreements of all types. The existence of these things and their tight and consistent application, the adherence to them and the rigid consequences, or even penalties, for not complying with them are in stark contrast to other cultures. On the one hand, this underscores a consistency and high degree of mutual obligation. On the other hand, this principle leaves little room for flexibility and individual determination.

Reliability and avoidance of uncertainty (rule-orientation, internalised focus of control)

Consistency and reliability are seen as especially important German traits. Members of the German culture have a high tendency to avoid uncertainty. They therefore develop binding rules and structures in order to foster certainty in dealings with each other.

German punctuality (time-planning)

The approaches described above have a strong impact on the relationship with regard to time. Appointments are precisely planned and it is expected that times which are set are adhered to. Punctuality is a matter of good manners.

Separation of private and public spheres
 
Germans exercise a strict separation between the various spheres of their life. They clearly vary their behaviour with other people depending on the sphere of their life (private or business) in which they have contact with an individual as well as the closeness of the relationship (business partner or friend). This frequently leads to Germans in business or public life being seen by members of other cultures as very remote and cold and even as overtly unfriendly.
 
Directness of communication

Germans communicate very directly and explicitly. They formulate important statements directly and openly and without 'window dressing'. They can appear rude and threatening without meaning to or even noticing it. In return, they do not easily recognise and respond to verbal subtleties such as indirect hints, messages 'between the lines' and many non-verbal signals. They can therefore often miss the decisive content of an interaction.

Culturally-specific behaviour can be explained on the basis of cultural standards. This can aid in understanding what would otherwise be irritating, unusual and strange events. This knowledge is therefore an important basis for constructive cooperation between members of different cultures.

Updated September 12, 2007

Sylvia Schroll-Machl is the author of Doing Business with Germans. Our Perception – Their Perception. Göttingen: Vandenhoeck & Ruprecht. For more information go to www.schroll-machl-bookorder.com or www.schroll-machl.de