Emotion
Germans separate the personal from the professional. Appealing to emotions during negotiations is considered both unprofessional and manipulative. In the German business context, a negotiation should be decided on facts, data, logic, and the objective quality of the proposals. For Germans, personal or emotional elements shift the discussion away from substance and toward sentiment. They make it harder to evaluate proposals objectively. Patterns
Purpose
Germans are interested in solutions and not in deals. Negotiations are not a game. Any form of drama or tactics is viewed as suspect. For Germans, a negotiation means working through complex issues methodically. The goal is the best solution for both parties. The word deal carries connotations of cleverness, manipulation and short-term thinking. A solution implies substance, durability and mutual benefit. Patterns
Fairness
Germans have low tolerance for imbalanced negotiated outcomes. An outcome in which one party clearly benefits at the expense of the other weakens the relationship. For Germans, a good negotiated outcome is one that both parties can defend as fair. Fairness is not just a moral preference. It is a practical requirement. A partner who feels exploited will eventually disengage. Patterns
Pace
Because Germans think, plan, and negotiate long-term, thoroughness is always preferred over speed. Hasty negotiations are seen as not thought through and therefore not reliable. In the German business context, a thorough negotiation takes time. This time is an investment in the quality and durability of the agreement. Patterns
Basis
Germans believe that there is an objective price and an objective way to determine it. In the German business context, price is derived from concrete, verifiable inputs. These are the cost of materials, the cost of labor, overhead and a reasonable margin. A price set on this basis is not arbitrary. It reflects the real value of what is being offered. Patterns
Permanence
Once an agreement has been made, Germans do not anticipate having to revisit it. It is not an agreement if it has to be renegotiated. Agreed is agreed. In the German business context, an agreement represents the culmination of a careful, thorough process of negotiation, analysis, and mutual commitment. Patterns
Price
Germans have a low comfort level when negotiating over price. They consider it inappropriate, unnecessary, even distasteful. In the German business context, a price should reflect the objective value of the product or service. It should also reflect the quality of the work, the cost of the inputs and the expertise involved. If the price is fair and well-calculated, there is nothing to negotiate. Patterns