The German term Planungssicherheit conveys the concept of planning security; ability to plan reliably over time. It is culturally significant because last-minute changes are frustrating and unprofessional in the German business culture, especially relating to negotiations.
The Tin Drum
The Tin Drum by Günter Grass (1959). Oskar Matzerath negotiates a deal with a photographer to stage various emotionally charged scenes for financial gain. Oskar is cold, calculated, and businesslike, clearly outlining the terms of each staged photograph and negotiating a precise payment structure. The photographer, however, is unnerved by Oskar’s dispassionate, methodical approach. The focus on detailed terms and rational calculations reflects a distinctly German emphasis on order, clear expectations, and financial accountability.
Protokoll
The German term Protokoll conveys the concept of meeting minutes; formal written record of what was said or agreed. It is culturally significant because often treated as semi-binding and used as a reference in follow-up negotiations.
Tatort
In the long-running crime series Tatort, scenes involving financial transactions or business deals often depict Germans adhering to strict price structures without negotiation. Detectives and businesspeople engage in straightforward exchanges, where the focus is on procedural integrity rather than negotiating a better deal. This portrayal reinforces the perception that price bargaining is unprofessional and potentially disreputable.
Stasi officer
Weissensee, set in East Berlin during the 1980s, features a tense negotiation between a Stasi officer and a political dissident. The officer maintains a calm, measured tone, systematically presenting the dissident with evidence of alleged crimes. The negotiation is structured like a formal interrogation, with the officer adhering strictly to protocol and emphasizing the consequences of non-compliance. The scene illustrates the German tendency to prioritize structure, logical consistency, and procedural adherence.
Sachlichkeit
The German term Sachlichkeit conveys the concept of objectivity; focus strictly on the matter, not the people involved. It is culturally significant because emotions are seen as inappropriate in decision-making and negotiations; facts come first.
stable, predictable
After World War II, the German government implemented strict price controls to stabilize the economy during the Wirtschaftswunder. The emphasis on fair pricing was institutionalized as a mechanism to prevent profiteering and ensure equitable access to essential goods. These post-war regulations reinforced the idea that prices should be stable, predictable, and based on objective calculations rather than speculative market fluctuations. The German social market economy emphasizes balancing free market principles with social welfare, including fair pricing practices that prevent consumer exploitation.
Strukturierung
The German term Strukturierung conveys the concept of structuring; logical and clear organization of topics or processes. It is culturally significant because Germans often insist on well-organized meetings and documents.
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.
Paris Peace Accords (1973)
Henry Kissinger orchestrated negotiations to end the Vietnam War, securing the Paris Peace Accords and receiving the Nobel Peace Prize. His approach was rooted in Realpolitik, leveraging strategic interests to achieve complex diplomatic goals.