Werk ohne Autor (Never Look Away): While not about business, it reflects the consequences of broken personal and social contracts, echoing the seriousness with which agreements are treated in German culture.
Gordon Gekko
In the classic film Wall Street (1987), Gordon Gekko’s character embodies the American negotiating ethos with the infamous phrase ‘Greed is good.’ His approach to business is unapologetically transactional, with aggressive negotiation tactics depicted as a sign of strength and success. Similarly, in ‘The Godfather’ (1972), Don Vito Corleone’s strategic deal-making showcases the cultural expectation of negotiating for the best possible outcome, regardless of the moral implications.
Leveraging power
In The Godfather, Don Corleone exemplifies the American negotiation style through his strategic, power-driven approach to negotiation. In the iconic scene with the film producer Woltz, Don Corleone leverages his power to secure a film role for his godson. He calmly presents his request, positioning it as an offer Woltz cannot refuse. When Woltz initially rejects the proposition, Corleone escalates the pressure, using implied threats and leveraging his reputation to enforce compliance. The scene demonstrates the American focus on personal leverage, assertiveness, and strategic pressure.
the fabric of society
Probably everyone would agree that good relationships are an asset both in personal life and also in business. We engage with people on a daily basis and having a good relationship with our counterparts is always helpful. In China, relationships are even more important. Interpersonal relationships, in Chinese called guanxi, are the fabric of society. They dominate personal interactions, business and politics.
reciprocal, intangible, transferable
Guanxi is a cultural phenomenon, based on Confucius teaching, and it is defined as personal relationships that are reciprocal, intangible, and transferable (Luo, 1997). Guanxi really means “connections” and is built on an informal structure that facilitates implicit exchanges of immediate or future favors. These informal structural ties are interwoven within the entire society via families, friends, and acquaintances in China.
Direct vs. Indirect
Chinese communication centers on indirectness, relationship building, and maintaining harmony. It avoids direct criticism to save face and shows strong respect for hierarchy. Nonverbal cues and shared context convey meaning.
Paternalistic Leadership
Chinese leaders are expected to show guidance and care for subordinates beyond pure work instructions. Managers often act as mentors, providing advice on development and personal issues—a dynamic rooted in Confucian and collective values. In turn, employees show loyalty and respect for their leader, further reinforcing hierarchical order. This model builds harmony but can slow innovation, as dissent and individual initiative are tempered by respect for authority.
reciprocity rooted in Confucian values
The core Chinese logic links work and personal life through guanxi, a system of trust, mutual obligation, and reciprocity rooted in Confucian values. Work relationships are built on personal bonds, long-term loyalty, and social harmony, making personal and professional realms inseparable. This network of relationships is essential for business and social success in China.
“Hard times for Tesla”
A comment from Oliver in Berlin on an article from March 5, 2025 in the New York Times online with the title “Tesla Sales Slump in Europe as Anger Toward Elon Musk Grows.”
“Having worked in marketing for automotive a lot, image is half the hill when you consider high investment purchases like cars. In Germany you think a lot about what your neighbors think. That’s why even ultra rich Germans almost never would buy a Rolls Royce or Bugatti because it sends the ‘wrong’ message about themselves. That said, it’s not just the negative image Tesla has because of Musk. Germans are very detailed and technology obsessed when it comes to cars. And Tesla lost a lot of ground recently while Germany’s car makers not only caught up but even leading in many ways. In design and tech and, definitely in reputation and image. Hard times for Tesla are coming.”
“touch base”
To briefly make or renew contact with someone, often to check on the status of an agreement or project. Example: “I just wanted to touch base and make sure you hadn’t changed your mind about seeing me.”