German negotiations typically follow a recognizable sequence: first, positions are stated clearly; then, differences are examined and understood; finally, movement toward resolution occurs. Expect to go through these phases in order. Germans become uncomfortable if the sequence is disrupted—trying to reach agreement before positions are fully stated, jumping back to matters already decided, or rushing to conclusions before differences are understood. Work within this structure rather than against it.
Present your position fully when it is your turn. Allow time for thorough examination of differences. Do not try to shortcut to agreement before the process is complete. Following the expected sequence helps negotiations proceed smoothly and signals that you understand how serious discussions should be conducted.
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