The German term Zuverlässigkeit conveys the concept of reliability; ability to count on what has been promised. It is culturally significant because seen as a core personal and professional value in Germany.
Honesty is the best policy
Ehrlich währt am längsten. Honesty is the best policy. Integrity and sincerity are considered important principles in Germany—even if they can lead to longer negotiations. The goal is to gain the trust of your negotiating partners in the long term.
Konrad Adenauer
Konrad Adenauer, the first Chancellor of West Germany, navigated the complex negotiations for the Marshall Plan. He emphasized economic stability and long-term growth, insisting on clear frameworks for fund allocation, reflecting a commitment to planning and accountability.
European Stability Mechanism (2012)
Wolfgang Schäuble, as Finance Minister, played a central role in negotiating the European Stability Mechanism. He was known for his strict, no-nonsense approach, insisting on clear financial rules and enforcement mechanisms, underscoring the German preference for contractual certainty and fiscal discipline.
Dieselgate Scandal Negotiations
The Volkswagen emissions scandal required negotiations with U.S. regulators, affected customers, and international stakeholders. Volkswagen initially denied wrongdoing, focusing on legal defenses and technical justifications, reflecting a fact-based, document-oriented approach. Once the evidence became overwhelming, the strategy shifted to a structured, controlled negotiation process, involving extensive documentation, legal settlements, and financial compensation agreements.
The Sorrows of Young Werther by Goethe (1774)
In a conversation between Werther and Albert, Lotte’s fiancé, the two men discuss love, duty, and rational decision-making. Albert presents his perspective calmly and rationally, emphasizing order, moral responsibility, and societal norms. Werther, driven by passion and emotion, struggles to argue against Albert’s logical stance. Albert embodies the structured, rational communication style typical of German negotiating logic, emphasizing reason over emotion.