Greetings & Introductions in Germany:

Formality is the key. Do not use first names unless invited to do so. When you introduce your self, --Karen Williams, you will be called Frau Williams (or they may just Americanize it to make you feel comfortable). People will introduce themselves to you, just using their last names. So you may shake hands with a man who says "Schmidt", with a brief nod. You would address him as Herr Schmidt. This will occur even when people are your age or younger. If you are introduced to Herr Schmidt, you may say, Karen Williams, or just Williams, as you shake hands.

They may prefer to be introduced or presented to you, rather than you introducing yourself, as we do in America. Germans are more formal there with introductions. It reminds me of finishing school or cotillion introductions. Younger or “lesser” ranks are introduced first, or their names are given first.

Women older than 18 or so, are referred to as Frau, whether or not they are married. If someone has a title, such as Doktor. Then you refer to them as Frau Doktor Lorenz, or Herr Doktor Kühn, or just Herr Doktor. Someone else may be Herr Doktor Professor so on. Titles and professional designations are important.

Shake hands (firmly, but briefly) with everyone you meet, (when saying hello and goodbye) to avoid slighting someone.

Testimonies

Catherine Mowbray Lorenz is a fantastic coach. She is a wealth of knowledge in international business, public speaking, cultural etiquette and strategic planning. With only several days notice she was able to prepare me for a multimillion dollar negotiation in Germany. I highly recommend Catherine in all these business arenas. She is a pleasure to work with.

Sincerely,
Karen Cebreros
President
Elan Organic Coffees
1205 J Street, Suite F
San Diego, CA 92101
Phone: (619) 235-0392
Fax: (619) 235-0394

"Every Bean Counts"

Test Your Cross-Cultural IQ

Answer True or False (answers at the end)

Note: in some instances, only part of the question is incorrect!

1. In Brazil, the classic American OK sign, - thumb and forefinger forming a circle, is an obscene gesture.

2. In East Asia, it is acceptable to stick your chopsticks into your rice bowl, when they are not in use.

3. In Sri Lanka, nodding the head up and down means “no” and shaking from side to side means “yes”.

4. When a Japanese laughs, it may mean shock, grief, embarrassment or confusion.

5. In Hong Kong, it is perfectly acceptable to put bones or other rejects from your meal on the table, even when there is a tablecloth.

6. In Thailand, it is considered taboo and insulting to touch a child’s head.

7. Germans whistle to convey approval, like Americans do.

8. When leaving a home in Malaysia, it is considered impolite if you say, “Goodbye”.

9. In France, a firm, pumping handshake is considered proper and polite.

10. When dining in an Arab home, it is polite to decline an offer of anything until at least the second or third time it is offered.

11. In South Africa, when someone says, “I will see you just now,” it means “I will be right with you”.

12. In Australia, or Indonesia, using a curling index finger to beckon a person is acceptable.

13. In the U.K. and France, it is customary to eat sandwiches with a knife and fork.

14. When sending a team to China, for initial negotiations, you would send middle management of a mature age.

15. In Latin America, what you know is more important than who you know.

16. In Korea, if the business meeting has gone well, the bow at the end will be shorter than the entry bow.

---------------------------------------------------------------------------------------

1. True

2. False

3. True

4. True

5. True

6. True

7. False

8. True

9. False

10. True

11. False

12. False

13. True

14. False

15. False

16. False

If you have queries about any of these questions or answers, please contact me for clarification.

©2008 Catherine Mowbray Lorenz; cmlorenz@roadrunner.com

For permission to reprint, please contact the author.

Conquering Your Speaking Fears

Does the thought of speaking at a national sales meeting, or presenting to a new client company fill you with anxiety? From sensitive board room discussions to the basic sales spiel, the power of speech propels the world of commerce. In today’s competitive business environment, the executive who can deliver a polished, effective presentation, gains a distinct edge.

To studiously organize every aspect of your talk, yet to be remiss in handling the fear barrier, is simply, negligent. Fear is merely energy that needs to be managed. The experienced speaker uses it as an advantage, whereas the amateur can be thrown by it.

While the fear of public speaking vies closely with the fear of dying and snake phobias, there are certain tools you can use to assist in conquering your nervousness.


1) Practice, practice, practice.
Know your material thoroughly. Some professional speakers recommend being so familiar with the beginning of your speech, that if you were abruptly awakened in the middle of the night, you would be able to deliver the first few lines of your talk flawlessly.
Never, ever, wing it. Nothing can substitute for rehearsals and this will be evident in your professional delivery.
Rehearse your talk in front of a mirror. Record yourself. Practice in front of a friendly audience.


2) Be prepared.
Know your audience’s needs and decide what you want them to come away with.
On the day of your presentation, arrive early. Running late will only increase your anxiety.
Don’t rely solely on your PowerPoint or visuals to carry your talk. What if the equipment has a glitch? Have backup notes.
Check the set up of the room, your computer and the microphone.
When you are introduced, stride confidently to the lectern and watch your step!


3) Think positively about yourself.
In the days and hours leading up to your speaking date, invoke all five senses in frequent visualization exercises and envision yourself as a polished presenter. See what you are wearing and how great you look. Hear the applause and the roars of laughter (at the appropriate time, of course!). Feel the thrill of performing at your peak.
Tell yourself how wonderful you are, --repeatedly. What you give your attention to, you will attract.
Admit and understand the source of your fear. Don’t deny it.
Realize that your trepidation doesn’t have to show and that some apprehension is normal. Tap into the energy that fear is, --use it to your advantage and to raise your own energy.
Rhythmic breathing, stretching, as well as, alternately tensing and relaxing your muscles also helps.


4) Make eye contact with individuals in the audience.
When speaking, make eye contact with individuals for several seconds, rather than casting your eyes like machine gun spray over their heads. See the audience as your ally and focus on its needs.


5) Honor your time parameters.
Practice combined with preparedness conquers nerves and commands those butterflies to fly in formation.


© Catherine Mowbray Lorenz 2007
"mailto:cmlorenz@roadrunner.com">cmlorenz@roadrunner.com