Wir machen keine halben Sachen. We don’t do things by halves. In Germany, thoroughness and completeness are expected. Compromises that are perceived as half-hearted are considered unacceptable.
Planungssicherheit
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.
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.
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.
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.
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.
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.
Solution vs. Deal
For Americans striking a deal is a solution: quick, pragmatic, goal-oriented. In fact, in the U.S. context deal-making is considered to be a valuable business skill.
Treaty of Frankfurt (1871)
Otto von Bismarck, the Iron Chancellor, negotiated the Treaty of Frankfurt, ending the Franco-Prussian War and consolidating German unification. Bismarck’s approach was strategic, calculating, and focused on long-term power dynamics, emphasizing structure, clear objectives, and strict adherence to 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.