Andreas Baader, a leader of the Red Army Faction in then West Germany, negotiates with prison authorities regarding his imprisonment conditions. Baader adopts a direct, blunt, and confrontational style, emphasizing his ideological stance and refusing to compromise. The prison authorities, in contrast, stick to legal procedures, emphasizing structure, order, and adherence to established rules. The emphasis on procedure, legal frameworks, and strict adherence to protocol reflects the German approach to negotiation as a rule-bound, structured process, devoid of emotional influence.
Treaty of Versailles (1919)
Although the Treaty of Versailles was deeply resented in Germany, the Allied powers expected strict adherence to its terms, and Germany was held to a high standard of compliance. The German public and government viewed agreements – even highly unfavorable ones – as binding, and the expectation was that obligations would be fulfilled as stipulated, unless renegotiated through formal channels.
Peace of Augsburg
The Peace of Augsburg (1555): This treaty ended religious conflict within the Holy Roman Empire by allowing rulers to choose their territory’s religion. The agreement was reached only after protracted negotiations and careful consideration of the political and religious context. The resulting yes was highly binding and respected, reflecting the German preference for thorough context before agreement.
“Ein Mann, ein Wort”
Ein Mann, ein Wort. Literally, a man, a word. If you promise something, you have to keep it. This saying stands for reliability and consistency. A word is considered just as binding as a written contract.
Nachvollziehbarkeit
The German term Nachvollziehbarkeit conveys the concept of traceability; the reasoning must be understandable to others. It is culturally significant because decisions made during negotations should be explainable – ideally in writing.
Impersonal vs. Personal
The Germans separate the personal from the professional. Appealing to emotions during negotiations is considered to be both unprofessional and manipulative.
Dieselgate Scandal Negotiations
The Volkswagen emissions scandal required negotiations with U.S. regulators, affected customers, and international stakeholders. Volkswagen initially denied wrongdoing, focusing on legal defenses and technical justifications, reflecting a fact-based, document-oriented approach. Once the evidence became overwhelming, the strategy shifted to a structured, controlled negotiation process, involving extensive documentation, legal settlements, and financial compensation agreements.
Impersonal vs. Personal
Americans do not separate the personal from the professional. Business is always personal. It is both legitimate and effective to appeal to emotions when negotiating.
The Trial by Franz Kafka (1925)
In the interrogation of Josef K., a bank officer, Kafka depicts a nightmarish negotiation with bureaucratic authorities. Josef K. attempts to defend himself using logic and reason, but the officials evade direct questions, maintain a strict procedural approach, and refuse to clarify the charges. The relentless, rule-bound bureaucracy demonstrates the dark side of German negotiation logic, where procedures and formalities can overshadow fairness and clarity.