The concept of objective pricing aligns closely with Immanuel Kant’s philosophy, which emphasizes rationality, structure, and universal principles. Kant argued that truth can be determined through reason, and that objective reality is knowable through structured analysis. Kant’s emphasis on universal principles suggests that there is a correct or just price that can be logically deduced, independent of market forces or subjective negotiation. Kantian ethics also emphasize duty and moral principles over personal gain. Thus, establishing a fair, objectively justified price is considered a moral obligation, rather than a transactional opportunity.
Ermessensspielraum
The German term Ermessensspielraum conveys the concept of discretionary scope; space for individual or contextual decision-making. It is culturally significant because Germans when negotiating prefer clear rules and limited discretion.
German movies
German movies often illustrate negotiation as a process defined by structure, order, and factual analysis. Characters in positions of power tend to focus on rule-based arguments, logical reasoning, and procedural adherence. Emotional appeals are secondary to procedural integrity and factual evidence, revealing the German preference for consistency, predictability, and methodical negotiation processes.
EU Stability and Growth Pact (1997)
Germany played a crucial role in establishing fiscal rules for Eurozone countries to prevent excessive deficits and debt. German negotiators insisted on strict budgetary rules, reflecting the cultural aversion to financial risk and fiscal irresponsibility. They emphasized rigid criteria, numerical benchmarks, and enforcement mechanisms, ensuring that member states adhered to agreed terms.
guilt, social fragmentation
German authors often portray the consequences of broken agreements as deeply personal and societal, frequently linking them to themes of guilt, responsibility, and the breakdown of trust. In classic and modern German literature, the failure to uphold agreements – whether personal, social, or political – often leads to significant repercussions for individuals and communities.
For example, in Max Frisch’s Stiller and Homo Faber, characters grapple with the inability or unwillingness to take responsibility for past actions, which leads to personal crises and alienation.
Similarly, Heinrich Böll’s Billard um halb zehn explores the generational fallout of broken moral and social contracts during and after the Nazi era, showing how the consequences of betrayal and unfulfilled obligations reverberate through families and society.
Günter Grass’s Die Blechtrommel uses irony and grotesque imagery to highlight how individuals and societies deceive themselves and break with ethical commitments, resulting in personal downfall and collective amnesia. The protagonist’s complicity and eventual institutionalization serve as metaphors for the broader consequences of societal failure to honor agreements and confront past wrongdoings.
Overall, German literature tends to treat the breaking of agreements not just as a personal failing but as a source of lasting guilt, social fragmentation, and the need for ongoing reflection and atonement.
Fakten auf den Tisch legen
Fakten auf den Tisch legen. Laying the facts on the table. This expression means that you should disclose all relevant information and focus on factual arguments. It is about not playing tactical games, but presenting the facts clearly and concisely.
Faust
Faust by Johann Wolfgang von Goethe (1808, 1832). In Faust’s pact with Mephistopheles, Faust, a scholar, is disillusioned with life and craves deeper meaning and fulfillment. Mephistopheles, the devil, offers to serve Faust in life in exchange for Faust’s soul in the afterlife.
The scene is structured like a contract negotiation, with both parties meticulously defining the terms and consequences. Mephistopheles is the classic hardball negotiator, pressing Faust to commit to a deal that appears advantageous but has dire consequences. Faust, in turn, tries to outwit him by adding specific conditions. The emphasis on structure, explicit terms, and legalistic language reflects the German preference for clearly defined agreements, logical arguments, and strict adherence to commitments.
European Stability Mechanism (2012)
Wolfgang Schäuble, as Finance Minister, played a central role in negotiating the European Stability Mechanism. He was known for his strict, no-nonsense approach, insisting on clear financial rules and enforcement mechanisms, underscoring the German preference for contractual certainty and fiscal discipline.
calculated and data-driven
Bad Banks (2018-20), a German financial thriller, presents a high-stakes negotiation between banking executives and international investors. Jana Liekam, a young investment banker, negotiates a complex deal involving risky financial products. The scene emphasizes methodical preparation, precise language, and a meticulous breakdown of financial projections. Jana’s approach is calculated and data-driven, reflecting the German emphasis on structure, order, and factual evidence in negotiations.
Bernd Stromberg
In Stromberg (2004-12), a German mockumentary-style sitcom, Bernd Stromberg, a self-serving middle manager, attempts to negotiate a promotion. Stromberg’s negotiation style is overly blunt, structured, and devoid of charm, aligning with the stereotype of German directness. He presents his case as a series of logical arguments, emphasizing his adherence to company policy and his ability to maintain order, even at the cost of personal relationships. The scene satirizes the German focus on structure and protocol-driven negotiation tactics.