Tarifverhandlungen. German collective bargaining runs through a defined sequence — rounds, a declared failure, then Schlichtung, arbitration by an agreed neutral, before any industrial action. The procedure is designed to keep a dispute that is genuinely felt inside a form that is not.
Counsel at the table
German companies bring legal counsel into commercial negotiations early and as a matter of course, not as an escalation. The lawyer’s presence changes the register. It is difficult to appeal to a relationship across a table with a Justiziar at it, and that is part of why they are there.
The negotiation record
Das Verhandlungsprotokoll. German negotiations produce a written record of what was proposed, what was objected to, and what was agreed, circulated afterwards and corrected. Whatever was felt in the room does not survive into the document. Only the positions do.
The honourable merchant
Der ehrbare Kaufmann. The honourable merchant — a German commercial tradition with roots in the Hanseatic League, still taught by the chambers of commerce and written into their codes. The merchant’s standing rests on conduct: keeping to what was said, dealing straight, not exploiting an advantage. Charm is not on the list.
Playing poker
Pokern. To poker. Used in German of a negotiator who bluffs, holds back, or plays a position rather than stating one. It is never neutral. Calling someone’s behaviour Pokerei says they are treating a serious matter as a game.
Sober
Nüchtern. Sober. Applied to a negotiation, a report or an assessment, and it is praise. The opposite is not passionate or committed. It is emotional, which in German business speech is close to an accusation of unreliability.
Making it objective again
Versachlichen. A German verb meaning to make a discussion objective again — to return it to the matter after it has drifted toward the people. Wir sollten die Diskussion versachlichen. It is said as a correction, and the person who says it is claiming the higher ground.
Verbindlichkeit
The German term Verbindlichkeit conveys the concept of binding character; reliability of a statement or commitment. It is culturally significant because A yes means yes – and should not change later without good reason.
Vertragstreue
The German term Vertragstreue conveys the concept of contract loyalty; strict adherence to agreed terms. It is culturally significant because deviations from a contract are rare and require renegotiation.
“Auf Worte müssen Taten folgen”
Auf Worte müssen Taten folgen. Words must be followed by actions. Empty promises are useless. In German negotiation culture, it is expected that statements will be consistently put into practice.