Doing Business Abroad    Germany By Wayne A. Conaway © Copyright 2004, All Rights Reserved Greetings Always shake hands, firmly but briefly, when introduced to a German businessman. When introduced to a woman, wait to see if she extends her hand. Germans accompany their handshake with a slight nod of the head. Including this nod is a good way for a foreigner to make a positive first impression. Introductions It is better to be introduced by a third person than to introduce yourself. It is acceptable to introduce yourself if no one is available. It is very important to use professional titles: "Herr" (Mr.) or "Frau" (Ms./Mrs.) plus title. This goes for anyone with a Ph.D. as well; i.e., "Herr (or Frau) Doktor Profesor." Germans rarely address each other by first names. Appointments Appointments should be made well in advance. Give at least one or two weeks' notice for an appointment made by phone or telex; allow at least a month for appointments made by mail. A short preliminary meeting may sometimes be arranged on a few days' notice. Be on time for every appointment, whether business or social. Always knock on a closed door and wait to be admitted. Negotiating Germans abhor hype and exaggeration. Be sure you can back up your claims with lots of data. Case studies and examples are highly regarded. Every aspect of the deal you propose will be pored over by many executives. Do not anticipate being able to speed up this process.