Negotiation – Page 8 – understand-culture

Faust

Faust by Johann Wolfgang von Goethe (1808, 1832). In Faust’s pact with Mephistopheles, Faust, a scholar, is disillusioned with life and craves deeper meaning and fulfillment. Mephistopheles, the devil, offers to serve Faust in life in exchange for Faust’s soul in the afterlife.

The scene is structured like a contract negotiation, with both parties meticulously defining the terms and consequences. Mephistopheles is the classic hardball negotiator, pressing Faust to commit to a deal that appears advantageous but has dire consequences. Faust, in turn, tries to outwit him by adding specific conditions. The emphasis on structure, explicit terms, and legalistic language reflects the German preference for clearly defined agreements, logical arguments, and strict adherence to commitments.

Merkel faults German perfectionism

March 2021. Yahoo News. German Chancellor Angela Merkel has blamed her country’s difficulties during the coronavirus pandemic — from the slow vaccine rollout to the back-and-forth over lockdown rules — partly on “a tendency toward perfectionism” and called for greater flexibility to tackle the latest surge in cases.

In an hour-long television interview with public broadcaster ARD late Sunday, Merkel acknowledged that mistakes were made by her government, including on plans for an Easter lockdown, which had to be reversed.

Sachlichkeit

The German term Sachlichkeit conveys the concept of objectivity; focus strictly on the matter, not the people involved. It is culturally significant because emotions are seen as inappropriate in decision-making and negotiations; facts come first.

Why Data Is The Lifeblood Of Modern Organizations

Intelligent organizations, these are organizations where the flow of data is harnessed to achieve core business objectives, such as improving customer experience, developing better products and services, and driving efficiency in internal operations.

This involves developing a level of data maturity. This means understanding what data is available to an organization, what can be done with it, and what tools and technologies are needed to put it to use.

But perhaps most vitally, it involves building a culture of data literacy throughout the entirety of an organization. From the boardroom to the shop floor, every individual and area of operation should be aware of the value of data, its power to drive innovation and efficiency, and best practices when it comes to collecting, storing, and using it.

Pushback

Pushback. Resistance or objection. Unlike in some cultures where disagreement is downplayed, Americans may openly express pushback as a sign of engagement or assertiveness in negotations.

Gründlichkeit

The German term Gründlichkeit conveys the concept of thoroughness; addressing every detail carefully. It is culturally significant because being thorough shows professionalism and seriousness.

“Gut Ding will Weile haben”

Gut Ding will Weile haben. Good things take time. Thoroughness and quality require time. This saying indicates that Germans are often suspicious when solutions are presented too quickly. Long-term, well-thought-out agreements take precedence over quick compromises.

once deals are struck

In movies like Bad Banks (a critically acclaimed financial thriller series), once deals are struck, the narrative focuses on the execution and consequences, not on constant renegotiation or status updates. This mirrors the German business culture of trusting that agreements will be honored.

Strukturierung

The German term Strukturierung conveys the concept of structuring; logical and clear organization of topics or processes. It is culturally significant because Germans often insist on well-organized meetings and documents.

German Reunification Negotiations (1990)

The reunification of East and West Germany required complex negotiations involving the Four Allied Powers, NATO, and the Warsaw Pact. Chancellor Helmut Kohl and Foreign Minister Hans-Dietrich Genscher employed a meticulously planned, methodical approach, preparing extensive legal frameworks to ensure a smooth transition. They insisted on clarifying every legal, financial, and political detail, ensuring that nothing was left open to interpretation.