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Paraverbal communication is a combination of the tone and pitch of the language, in other words, of intonation, speech rate, speech rhythm, pitch, height and volume, and articulation.

Paraverbal signals accompany speech, ledning to it an additional layer of meaning. At the same time, they may become a source of cross-cultural misunderstandings. Intonation, tone, the use of pauses in a conversation, volume – every one of us knows intuitively where and how it is appropriate to use these in our native culture. However, paraverbal communication aspects that are acceptable in one country may be unacceptable in an- other.

The following features of paraverbal communication are characteristic for Germany, and we recommend to consider them for the contact with your German partners:

Germans expect their counterpart to use a distinct, sufficiently audi- ble manner of speaking.

The speech rate is usually moderate, even slow. The tone is calm, emphasis is made by increasing the tone of voice, turning up the vol- ume or slowing the speech rate. Pauses in speech are short.

Speakers take turns in dialogue without a clearly marked pause (as op- posed, for example, to South-Asian cultures), but without interrupt- ing. A graphic representation of a conversation between two Germans resembles a zigzag. If he is interrupted, the German counterpart will often react to this with phrases such as 'Let me say what I was going to say', or 'I haven't finished yet'. The person who interrupts is per- ceived as an impolite and ill-bred person.

In their desire to effectively use the most valuable resource: time, people with a German cultural background strive to state their thoughts as quickly as possible and then support them with appropriate argu- ments. The available 'speaking time budget' is used sparingly in order to have an opportunity to discuss. The features of German speech

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culture are illustrated by such German sayings as 'to lay one's cards on the table' (to openly state your expectations, requirements, argu-

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ments/trumps), 'not to beat around the bush' (to speak to the point, without avoiding the mentioning of unpleasant subjects), and 'to do

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the job properly' or 'to get down to brass tacks' (to reach a decision during the discussion, the desire to avoid long conversations that result in nothing). Polarisation, counter-arguments, clear positions in discussion, the ability of not having to search for words, the logic of 'thesis-antithesis-synthesis' which is inherent in Western civilisation in general, all these factors are valued.

Germans try to speak in complete sentences, to structure strings of arguments according to the principle of inductive or deductive logic. Proof, positions and arguments should follow one from another with- out contradicting one another; they should contain all the necessary facts and lead as directly as possible to the objective. Associations, extra details, jokes and digressions from the topic are perceived as inappropriate.

If a conversation partner signals understanding, in other words, that he doesn't need further arguments or justifications, then it is possible for the speaker to change. In doing so, you get the impression that the time is being used effectively and the partner 'thinks quickly'. Silence is perceived as agreement.

The most important issue is stated at the beginning of each reply and the speaker uses the remaining time in the speech episode to sup- port what has been said according to a decreasing degree of importance of arguments, in other words, the most important argu- ment comes first. If we take e-mail as an example, then a German will say what is most important in the 'Subject' line. The body of the message will contain explanations and justifications. For this reason, Germans joke that sometimes you don't need to read to the end because the most important information is at the beginning of the message.

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Verbal enthusiasm, expressiveness and even some emotionality are possible and even desirable, but only as long as the rules of business communication aren't broken. If personal arguments are expressed, then only at the end of the speech episode.

Starting from the central characteristic of the German culture like the task orientation (for more information see Section 1.1.), and also from the particularities of the German business communication style which are the direct communication, determination and high structure level (see Section 2), the reader himself/herself has maybe already concluded which demands the German business audience requires regarding a business presentation.

In speeches and presentations, the German audience values goal- orientation, clear logical structure, having a 'common thread' and a lively speaking style. These are qualities appreciated by the German side: pre- sentations prepared with the intention to address the needs of an audience – containing all the important information essential for under- standing the question, a sophisticated structure of the presentation, and adherence to the rules of the game.

A vigorous style of presentation is received very positively when it in- volves free speech, active contact with the audience and an interactive presentation mode. A speaker who reads from the text of the speech or reproduces the contents of the presentation slides word for word strikes the German audience as a person who does not know the subject or does not possess basic rhetorical or public speaking skills.

Presentations full of various visual and sound effects and complicated animation are not that important for the German listener. Neither will you particularly impress your German partner with rhetorical embellishments or the ability to 'be eloquent'.