Americans have high tolerance for imbalanced negotiated outcomes. It is perfectly legitimate for each party to strive for advantage.
Firm vs. Flexible
Americans consider every agreement as renegotiable. Everything is in flux. Parameters change. Contractual parties are always free to renegotiate.
Price
Americans do not believe that there is such a thing as an objective price. They believe that market forces should determine price. And that means negotiation.
Comfort Level
Americans have a high comfort level when negotiating over price. They consider it to be a sign of assertiveness, resourcefulness, and business acumen.
Firm vs. Flexible
Americans believe that a plan should be flexible. If the plan, or aspects of it, are not working make the necessary changes. “Why execute on a plan that is not working?”
Balance vs. Imbalance
Germans have low tolerance for imbalanced negotiated outcomes. One side should not take advantage of the other. That weakens the business relationship. Examples
Firm vs. Flexible
Once an agreement has been made Germans do not anticipate having to revisit it. It’s not an agreement if it will be renegotiated. Agreed is agreed.
Price
Germans believe that there is such a thing as an objective price. And that there is a objective way to determine that price.
Comfort Level
The Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful.