Message vs. Messenger

Germans separate message from messenger. The presenter consciously and purposely moves into the background. In the German business context 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. For them 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. Complexity is understood only by grasping how its component parts interrelate and interact. For a component part can only be understood via its role within the whole. Germans use theories and models to persuade. Patterns

Past vs. Future

Germans define realistic as understanding the situation as it is. And to understand the situation is to understand how it became so. Germans expect a clear explanation of the path from the past to the present. Persuasive is explaining the history of a given situation. Patterns

Inform vs. Sell

In the German business world to persuade means to inform persuasively. The argumentation guides an audience to its logical conclusion. Selling the conclusion is not necessary. Germans don’t ask the so-called closing question in a direct and frontal way. They don’t sell. Patterns