Doing Business with Germans: Their Perception, Our Perception

Great insight to working with Germans in the manufacturing world

This book is excellent in addressing the cultural aspects of workplace and personal relationships with Germans. I developed a greater appreciation and understanding after reading the book and adjusted how I interact in order to improve working relationships.

Doing Business with Germans is a "must read" for anyone who has contact with Germans, whether in business or any other sphere of life. Sylvia Schroll-Machl explains the norms and values of German society; their historical development as well as their expression in everyday life. During her extensive experience as an intercultural researcher and trainer she has gathered numerous case studies and anecdotes which vibrantly illustrate the rocky road of intercultural travel. Many of these are amusing in themselves, many will elicit a laugh of recognition, "That's just what happened to me!"In her introduction, the author has a special section headed: "Let me say the following to my German readers." This section is the first eye-opener for the non-German reader, because it explains one of the areas of German sensitivity that is emotionally hyperloaded: the reasons that Germans feel uncomfortable when people talk about "the Germans" and why they resist any discussion of German traits.As objectivism (being objective, downplaying social-emotional factors) is one of the central German culture standards, understanding what feelings they are eliciting in their German counterparts can remain a constant challenge to the non-German. The author's ability to explain not only why Germans act in a certain way, but how they feel in a given situation. is particularly valuable for the non-German readerEqually as instructive, the author tells us where feelings are not involved, which can come as a surprise:An Australian couple had become really good friends with their German neighbor. The German neighbor soon learned that he was welcome to visit the Australians at any time without previous notice. And he really enjoyed doing this. He often popped by in the evenings. To the chagrin of the Australians, he never noticed the signals they gave him suggesting it was time to leave. One day, the Australian man lost his patience and said in a manner that for him was very impolite: "It's really great to have you as a friend and to spend so much time with you. But right now we both have a lot to do. Would it be too much to ask you to leave?" That wasn't a problem for the German at all! The German thanked him for the clear message, said farewell until his next visit, and he was gone.The author also presents research which differentiates and compares how a given German culture standard is perceived from the point of view people from a wide range of non-German cultures. By doing so she avoids the trap of all-too-encompassing generalizations, while still managing to define what is special about the Germans.Doing Business with Germans is a book for both newcomers to the German scene as well as for those who have extensive experience in Germany and with Germans.

It is worth it if you want to know about the German cultural differences with other countries. I think as an introvert, one follows some rules by default written in this book since its an introverted country anyways (in my opinion). The people don't open up until one makes an initiative to go and talk to them and not until you know their language atleast. Anyways, the book points out how jobs are done, how friendships are maintained, what they expect from others, etc. I would say it's an excellent analysis on them.

As a German, this book already starts of right by understanding that many Germans do not like the idea of something being typically German. While also dealing with classic frameworks on culture, the book's content does however not get lost in them. There are many practical examples and the historical background is helpful. Overall, this book follows a very realistic and concise approach by not stating to many absolutes and also showing the limitations of the information that is presented.

Doing Business with Germans: Their Perception, Our Perception 3rd (third) Edition by Schroll-Machl, Sylvia published by Vandenhoeck & Ruprecht (2008) Sylvia Schroll-Machl's book entitled "Doing Business with Germans" is the English version of "Deutsche - Wir Deutsche" and a meticulous piece of work true to the German core value of thoroughness. She claims there is no long tradition of German identity, as Germany " has only existed as a nation since 1871 ( or since 1990 depending upon how you view it)." The book is targeted at German and non-German readers alike, as well as to students and working professionals. This is enabled through the use of non-academic language to describe the various cultural standards. The book can still be used at universities as it is founded in theory, while not exposing the reader to the constructs which are unsuitable for most working professionals who have not had an initial encounter with the subject.As a true interculturalist, it is not her goal to say anything negative that could create a gulf between Germans and other nations. At the same time, the author makes it clear that the reader's own cultural perceptions will determine how well they understand her message.First the author defines the concept of culture, as is customary for a start, then she deals with the inevitable but more overall historical context pointing out principal eras of German history.Being a disciple of the leading anthropologists myself, Edward Hall, Geert Hofstede, the pioneers of the trade, and Fons Trompenaars, today's cultural guru, as he is dubbed, I paid particular attention to the terminology used by the author. There is no mention of core values. Rationality, a declared core value of the Germans, is clothed in objectivism, which she combines with task-orientation, and thoroughness in detailed-orientation - and every aspect of culture she deals with is termed a cultural standard. The language used is sooner suited to working professionals who often have problems with the academic terminology.Chapter one also already deals with communication style as it helps to underpin German objectivity and rationality. Chapter two, entitled "Appreciation for Rules, Regulations and Structures," is Hofstede's Uncertainty Avoidance. Attention to detail, also dealt with in this chapter, serves to mitigate risks. The cultural standard of Fons Trompenaars known as universalism versus particularism is dealt with under the heading "Rule-Oriented, Internalised Control". It is in this chapter that the social component of justice and fairness is embedded. The author sheds light on consensus as the best basis for rule-oriented, internalised control.Hall's concept of monochronic time is the content of the chapter entitled "Time Planning". In the chapter called "Separation of Personality and Living Spheres", the author deals with Trompenaars' neutrality versus affectivity without using the original terminology for these constructs. She subdivides the concept of friendship into relationships with acquaintances and colleagues and friends, giving more filigree and sophisticated insight into this aspect of German culture. She describes German self-assurance as what others might see negatively as arrogance. Self-assurance and what she calls the regulation of distance serve to uphold the credibility (or, in her terminology, professionalism) for which Germans crave in a business context.In this chapter, too, Schroll-Machl cites Krockow and Sana who broached the topic of German self-esteem and writes: "Assertive behaviour and impressive display can be used to mask the German embarrassment about their identity" (Krockow). Quoting Sana, she writes: "That is the reason for the inner anxiety, which hides behind their superficial self-satisfaction and occasional boasting" . Negative perceptions of Germans being cold, unemotional or lazy are also dispersed in this chapter.On page 169 I finally found a familiar term: low-context. Hence this second to last chapter entitled "Low Context: the German Style of Communication" deals with Hall's unambiguous communication, that neither tolerates hints nor allusions, in all its facets such as assertiveness, conflict confrontation, dealing with criticism and problem solving." Generally speaking, context Is much lower in German communication than in that of many other countries, and, relative to the high context style of Asians, almost non-existent." When Germans use a higher context, "they too expect the obvious to be understood, especially where there is a common base of information." The author further states that this manifests itself in the fact that "relationships are built up, defined and interpreted without this process ever being acknowledged and spelled out". Schroll-Machl helps us to see these subtle differences in the triangle of situation (the task at hand or the context of the intercultural interaction), the people involved and their culture.Other subtleties brought to the fore are the take on individualism. Individualism expresses itself in many ways, but the focus is always on the person as an individual. This may be seen as the relative emotional distance or independence a person has from group or organisational identity. With these words she inadvertently elucidates the American meaning of "inner separation", for those who may not have understood it up to now. Inadvertently, because this book is solely about Germany. She explains that it is not equivalent with egoism, which many people believe. What distinguishes egoism from individualism is the point at which the behaviour of one person has the potential to harm others, be it an individual, a group or a whole community. In Germany this damage point is marked by laws, regulations, contracts and agreements, and following these is therefore synonymous with fairness and consideration for others." As the author devotes two chapters to rules and regulations (one dealing with uncertainty avoidance and the other with universalism), it becomes unequivocally clear that individualism is not equivalent to egoism, so that anyone who maintains this after sensitization is still a prisoner of their own biases.Schroll-Machl's German thoroughness expands on the subject of individualism to give a more detailed explanation than that of a "me" society:"The 'motto' of this cultural standard could be : I am myself, I have my own goals and plans, as well as my own history and experience, therefore I am different from all others. I am unique. I make my own decisions in life. I have my own goals and interests, and when I make mistakes I take responsibility for them. I am the central point of my own life. I have to be happy and satisfied with my own life. No-one else's judgement of it is as important."I highly recommend reading this book written by a German psychologist about the Germans as a nation. It will serve to deepen the understanding of some of the subtleties of culture. In Schroll-Machl's treatment of the standards, each chapter starts with a table of negative perceptions of the Germans through the lens of various different nationalities, emphasizing the fact that negative perceptions vary in proportion to the culture through which they are perceived.Schroll-Machl ends each chapter with the pros and cons of the standards dealt with and offers recommendations for non-Germans working with Germans and vice versa. Following this, Schroll-Machl puts the standard into its own historical context. "Doing Business with Germans" is studded with anecdotes that help the reader to put the cultural standards in context. Sylvia Schroll-Machl also manages to maintain the objectivity that she describes in her book. Doing Business with Germans: Their Perception, Our Perception 3rd (third) Edition by Schroll-Machl, Sylvia published by Vandenhoeck & Ruprecht (2008)