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.
Locarno Treaties (1925)
Post-WWI, Germany sought to normalize relations with Western powers. The Locarno Treaties established Western borders and eased tensions. The negotiation team, led by Gustav Stresemann, focused on rebuilding trust and establishing clear, fixed agreements to prevent future conflict. Stresemann applied a logical, step-by-step approach, pushing for legally binding agreements that ensured territorial integrity and economic stability.
Thorough vs. Fast
Because Americans do not think, plan, and negotiate long-term, speed is always preferred over thoroughness. Hastily negotiated agreements can be improved.
Marshall Plan Negotiations (1947-48)
After WWII, Germany was economically devastated. The U.S. proposed the Marshall Plan to aid European recovery. The West Germans approached negotiations with a clear focus on economic stability and long-term growth, rather than immediate relief. German negotiators emphasized the need for a clear framework and accountability, insisting on well-documented plans for how funds would be used.
Solution vs. Deal
Germans are interested in solutions and not in deals. Negotiations are not some kind of game. Any form of drama or tactics are viewed as shady, suspect, dubious.
Thorough vs. Fast
Because Germans think, plan, and negotiate long-term, thoroughness is always preferred over speed. Hasty negotations are seen as not thought through, therefore not reliable.
Impersonal vs. Personal
The Germans separate the personal from the professional. Appealing to emotions during negotiations is considered to be both unprofessional and manipulative.
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.
Firm vs. Flexible
Germans believe that a plan can only fulfill its purpose if it is adhered to. “Why make a plan if you have no intention of executing it?” They do not let changing parameters throw them off balance easily.