Comfort Level
The Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful. Examples
Price
Germans believe that there is such a thing as an objective price. And that there is a objective way to determine that price. Examples
Firm vs. Flexible
Once an agreement has been made Germans do not anticipate having to revisit it. It’s not an agreement if it will be renegotiated. Agreed is agreed. Examples
Balance vs. Imbalance
Germans have low tolerance for imbalanced negotiated outcomes. One side should not take advantage of the other. That weakens the business relationship. Examples
Impersonal vs. Personal
The Germans separate the personal from the professional. Appealing to emotions during negotiations is considered to be both unprofessional and manipulative. Examples
Thorough vs. Fast
Because Germans think, plan, and negotiate long-term, thoroughness is always preferred over speed. Hasty negotations are seen as not thought through, therefore not reliable. Examples
Solution vs. Deal
Germans are interested in solutions and not in deals. Negotiations are not some kind of game. Any form of drama or tactics are viewed as shady, suspect, dubious. Examples