Comfort Level
Germany
The Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful. Patterns
United States
Americans have a high comfort level when negotiating over price. They consider it to be a sign of assertiveness, resourcefulness, and business acumen. Patterns
Price
Germany
Germans believe that there is such a thing as an objective price. And that there is an objective way to determine that price. Patterns
United States
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. Patterns
Firm vs. Flexible
Germany
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. Patterns
United States
Americans consider every agreement as renegotiable. Everything is in flux. Parameters change. Contractual parties are always free to renegotiate. Patterns
Balance vs. Imbalance
Germany
Germans have low tolerance for imbalanced negotiation outcomes. One side should not take advantage of the other. That weakens the business relationship. Patterns
United States
Americans have high tolerance for imbalanced negotiated outcomes. It is perfectly legitimate for each party to strive for advantage. Patterns
Impersonal vs. Personal
Germany
The Germans separate the personal from the professional. Appealing to emotions during negotiations is considered to be both unprofessional and manipulative. Patterns
United States
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. Patterns
Thorough vs. Fast
Germany
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. Patterns
United States
Because Americans do not think, plan, and negotiate long-term, speed is always preferred over thoroughness. Hastily negotiated agreements can be improved. Patterns
Solution vs. Deal
Germany
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. Patterns
United States
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. Patterns