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.
The Sorrows of Young Werther by Goethe (1774)
In a conversation between Werther and Albert, Lotte’s fiancé, the two men discuss love, duty, and rational decision-making. Albert presents his perspective calmly and rationally, emphasizing order, moral responsibility, and societal norms. Werther, driven by passion and emotion, struggles to argue against Albert’s logical stance. Albert embodies the structured, rational communication style typical of German negotiating logic, emphasizing reason over emotion.
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.
structured, fact-focused
In Tatort, a long-running German crime series, negotiation scenes between police detectives and suspects often highlight the German preference for logical, methodical questioning. Detectives maintain a calm, detached demeanor, presenting evidence step-by-step to systematically dismantle the suspect’s alibi. Emotional appeals are minimal, with a strong emphasis on factual analysis and procedural accuracy. This structured, fact-focused negotiation style is emblematic of the German approach to interrogation.
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.
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.
“Show him the money”
In Jerry Maguire, the negotiation between Jerry Maguire and Rod Tidwell encapsulates the American emphasis on assertiveness, personal branding, and relationship-building in business deals. Jerry, a sports agent, tries to persuade Rod, a professional football player, to sign with him by promising to ‘show him the money.’ The negotiation is characterized by emotional appeals, personal connection, and assertive, results-oriented language. Unlike more structured, logic-driven approaches, the scene underscores the importance of charisma and personality in American-style negotiation.
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.