Man muss das Kind beim Namen nennen. Literally to call a child by its name. Or, you have to call a spade a spade. Directness is highly valued in German negotiation culture. Unclear wording and vague statements are considered unprofessional. Instead, people expect you to clearly identify problems.
“That’s a dealbreaker”
“That’s a dealbreaker.” A condition that prevents any agreement from being reached. Americans often signal their bottom line or ‘red lines’ clearly and early in negotiations.
Walk-Away Point
The American term Walk-Away Point conveys the concept of the moment one leaves the negotiation. It is culturally significant because decisiveness and clear boundaries are seen as signs of self-confidence.
“Sweeten the deal”
“Sweeten the deal.” To add something extra to make an offer more attractive. It reflects the American tendency to strategically use concessions to close a deal.
right to negotiate
American law, particularly contract law, emphasizes the freedom to negotiate and bargain without state interference. The principle of caveat emptor, or let the buyer beware, underscores the expectation that both parties in a transaction are responsible for establishing a fair price. Unlike German law, which may emphasize fairness and transparency, American law prioritizes individual autonomy and the right to negotiate based on perceived value.
laissez-faire capitalism
The American faith in market forces was solidified during the Gilded Age, a period characterized by rapid industrialization, economic expansion, and laissez-faire capitalism. Entrepreneurs like John D. Rockefeller and Andrew Carnegie amassed vast fortunes through aggressive pricing strategies, demonstrating that the market, not moral or ethical considerations, was the ultimate arbiter of value.
“Da gibt’s keinen Spielraum”
Da gibt’s keinen Spielraum. There is no room for maneuver. Once a position has been established, it usually remains unchanged. Negotiating leverage is often limited, and flexibility is perceived as a weakness.
“fair and reasonable”
German law is characterized by its structure, precision, and comprehensive nature, emphasizing the protection of both parties in commercial transactions. The German Civil Code codifies principles of fairness, transparency, and contractual integrity. The principle of good faith under Section 242 of the BGB requires that prices be fair and reasonable, reflecting actual value rather than speculative market conditions. Consumer protection laws further reinforce the notion that prices should be objectively justified, not arbitrarily set based on market demand or negotiation skills.
What Germans think they are good at
YouTube comments:
“After having lived for 4 years in the US I learned to appreciate some German traits. What comes to mind is efficiency, being detail oriented, having a long attention span, being direct and mostly honest, and – very surprising for me – compared to the US the relation to your superior is much more on an equal footing (okay not everywhere), despite calling your boss by their firstname in the US, work life balance, time for your family Politically, trying to find a balance between economic growth, workers rights, social security and sustainability (trying is the word here). On a material level, certainly bread (in all variations), beer, engineering of course, Sahnetorte (cream cake), Wurst (sausages as well as cold cuts); plumbing, online-banking, … Examples of what we still have to learn: seeing the good things (we are perfect in looking for “das Haar in der Suppe”, finding fault in everything); sometimes letting go of safety in favor of taking risks.”
“My sister lives in Munich and, although I’ve never lived there, I’ve visited Germany multiple times. Germans do many things very well. The towns are clean, safe, and well run. People are polite and civilized. Food is delicious and the beer is out-of-this-world. The women are so good-looking! My sister enjoys a high quality of life over there – she says that social services are comprehensive and stress-free to deal with. And all this without mentioning German achievements in science, medicine, engineering, commerce, and the arts. It’s a fine country. p.s. John Kampfner’s book on Germany is excellent.”
“As an Italian, I can say that Germans are the best when it comes to public facilities, infrastructure, punctuality and public order.. they also make the best beer you can find.. They need to improve fashion and social attitude perhaps (Not all of them are “cold” though) I would love to live in München one day!”
Iteration
The term iteration has become common within American companies: to communicate several or many communications, back and forth, between two or more parties, in which information is exchanged, decisions made, activities (action items or more simply actions) agreed to.
Merriam-Webster online defines iteration as a procedure in which repetition of a sequence of operations yields results successively closer to a desired result.
Americans iterate, some intensely so. It allows them to maintain flexibility, to ensure information flow, to discriminate between what is important and unimportant, to reduce risk. Like any strength, however, it can be inflationary: too much communication, too little action.
Instead of front-loading an agreement with in-depth discussion about the details, Americans iterate.