Emotion
Germans separate the personal from the professional. Appealing to emotions during negotiations is considered to be both unprofessional and manipulative.
In the German business context, a negotiation should be decided on its merits, on facts, data, logic, and the objective quality of the proposals on the table.
For Germans, introducing personal or emotional elements into a negotiation muddies the waters. It shifts the discussion away from substance and toward sentiment, making it harder to evaluate proposals objectively.
A professional negotiation, from the German perspective, is one in which both parties set aside personal feelings and focus on arriving at the best possible outcome based on rational analysis. Examples
Purpose
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, and dubious.
In the German business context, the purpose of a negotiation is to work through a complex set of issues methodically and arrive at the best possible solution for both parties.
For Germans, the word deal carries connotations of cleverness, manipulation, and short-term thinking. A solution, by contrast, implies substance, durability, and mutual benefit.
Germans want to know that the outcome of a negotiation addresses the real underlying needs of both sides, not just that an agreement was reached quickly through skillful maneuvering. Examples
Fairness
Germans have low tolerance for imbalanced negotiated outcomes. One side should not take advantage of the other. An outcome in which one party clearly benefits at the expense of the other weakens the business relationship and undermines the foundation of future collaboration.
For Germans, a good negotiated outcome is one that both parties can defend as fair. Fairness is not just a moral preference. It is a practical requirement. A partner who feels exploited will eventually disengage, reduce their commitment, or seek alternatives.
The long-term health of the relationship depends on both sides feeling that the agreement serves their legitimate interests. Examples
Pace
Because Germans think, plan, and negotiate long-term, thoroughness is always preferred over speed. Hasty negotiations are seen as not thought through and therefore not reliable.
In the German business context, the time invested in a thorough negotiation is an investment in the quality and durability of the agreement. Examples
Basis
Germans believe that there is such a thing as an objective price, and that there is an objective way to determine that price. In the German business context, price is derived from concrete, verifiable inputs: the cost of materials, the cost of labor, overhead, and a reasonable margin. A price set on this basis is not arbitrary. It reflects the real value of what is being offered. Examples
Permanence
Once an agreement has been made, Germans do not anticipate having to revisit it. It is not an agreement if it has to be renegotiated. Agreed is agreed. In the German business context, an agreement represents the culmination of a careful, thorough process of negotiation, analysis, and mutual commitment. Examples
Price
Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful. In the German business context, a price should reflect the objective value of the product or service, the quality of the work, the cost of the inputs, the expertise involved. If the price is fair and well-calculated, there is nothing to negotiate. Examples