Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing

HOW CLOSE SHOULD I STAND?

Germans prefer a slightly larger personal space than the British or North Americans. One way to gauge a comfort zone is to stand about 6 inches beyond handshake distance.

This expanded distance applies not just to Germans personally, but also to their cars, furniture, and groceries. (Wal-Mart discovered this when German customers took umbrage at checkout clerks who tried to bag their food.) Never move a chair in a German executive’s office, and never lean on, or even touch, the exterior of a German’s car. Many Germans check their cars daily for scratches or nicks.

And refrain from massaging anyone’s neck—particularly ...