Host Jeff Hannah had the opportunity to interview Ulrich Kaiser of NCR Germany – on the trade show floor at the most recent EuroShop show in Dusseldorf, Germany. Ulrich is based in Munich, Germany – and has been with NCR for more than 25 years.
Jeff and Ulrich had a great conversation around messaging, cultural differences, architecture, design, the importance of hospitality, how to conduct meetings, and establishing spending priorities in the trade show arena.
If you are participating in a trade show or event in a PRECISE TIME CULTURE, the concept of TIME will play an important role – and introduces differences which you should recognize. If you are from a more relaxed, or LOOSE TIME CULTURE, you may be surprised when your colleagues in the precise time culture are not as flexible as you would like them to be, if they seem frustrated if you do not arrive on time for a meeting, or fail to meet a deadline… Read More
I learned much the hard way from my interactions with German businesses over the years. I’d like to share some surprising advice with you – things I consider as ESSENTIAL for interacting and negotiating with Germans…
1. Anticipate the Style: Expect a more formal meeting than in the USA. Approach the discussion in a systematic and organized way. Propose an agenda and follow it! Don’t jump around. Establish expectations for outcomes. Everyone should have a chance to be heard in the meeting. Direct and participative communication is appreciated.
If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals. Jeff Hannah
2. Control Your Emotions: It’s certainly okay to be passionate. But, don’t let emotions or personal feelings cloud your arguments. Be respectful. Keep a clear head and rely heavily on logic and fact. Strongest logic wins!
3. Stay Focused: Don’t expect too much small talk or chitchat. You will generally get right down to business. Don’t get distracted by sideline / ancillary issues. Keep the main things the main things! This is not the same as detail, which requires proper attention.
4. Communicate Clearly: Be clear, direct and consistent in your responses. Miscommunication happens easily and often with language barriers and industry jargon. Verbalize details in a couple of different ways to see if everyone still agrees. Use visuals, sketches, and drawings to clarify and document details. Here are more insights on dealing with LANGUAGE BARRIERS.
5. Expect Uber Specificity: The meeting will likely delve into greater detail than you expect as an American. Be very specific / precise with details. Start with the overall, and then go into the details, following a systematic approach, including costs, numbers, etc. Expect to work in the metric system. Be PRECISE with TIME also.
6. Maintain Resilience: If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals; don’t give up, and don’t take pushback personally.
Just Do It: Do what you committed to do. And, don’t wait for days or weeks. Do it as quickly as possible!
For the essentials of planning for a meeting with Germans, go to PART 1 of this blog: “Before the Meeting.”
I learned much the hard way from my interactions with German businesses over the years. I’d like to share some surprising advice with you – things I consider as ESSENTIAL for interacting and negotiating with Germans… Read More
