Germans expect you to arrive at negotiations thoroughly prepared. This means understanding the full context of what you are negotiating, having your position fully developed before presenting it, anticipating likely objections and alternatives, and bringing relevant documentation. Showing up unprepared signals that you do not take the matter or the other party seriously. Before the negotiation, do your homework: research the background, think through your position carefully, develop supporting materials.
Expect to present your position comprehensively rather than develop it through the negotiation itself. Similarly, expect German counterparts to arrive well-prepared with documented positions. The negotiation will be more productive when both sides have done this advance work rather than trying to figure things out together in the room.
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