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Message vs. Messenger
Germans separate message from messenger. The presenter consciously and purposely moves into the background, so that the message takes center stage. Germans believe that arguments should speak for themselves. Patterns
Problem vs. Opportunity
For Germans a core competence is the ability to identify, analyze and solve complex problems. The key to success is problem-solving. In the German business context to be persuasive is to focus primarily on problems. Patterns
System vs. Particular
Germans are systematic in their thinking. They believe that complexity is understood only by grasping how its component parts interact and interrelate. Explaining complexity is persuasive in Germany. Patterns
Past vs. Future
Germans believe that a persuasive plan to moving forward depends on knowing your starting point. They expect an explanation of the path from the past to the current situation. Persuasive in the German business context is explaining the history of the starting point. Patterns
Inform vs. Sell
In the German business world to persuade means to inform persuasively. The line of argumentation guides an audience to its logical conclusion. Selling the conclusion should not necessary. Germans don’t ask the so-called closing question in a direct and frontal way. Germans don’t sell. Patterns