In the interrogation of Josef K., a bank officer, Kafka depicts a nightmarish negotiation with bureaucratic authorities. Josef K. attempts to defend himself using logic and reason, but the officials evade direct questions, maintain a strict procedural approach, and refuse to clarify the charges. The relentless, rule-bound bureaucracy demonstrates the dark side of German negotiation logic, where procedures and formalities can overshadow fairness and clarity.
impersonal vs. personal
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.
Tom challenges Jay
The Great Gatsby by F. Scott Fitzgerald (1925). In The Great Gatsby, Tom Buchanan, a man of privilege and power, confronts Jay Gatsby about his business dealings and relationship with Daisy. Tom challenges Gatsby to admit that his wealth is acquired through criminal means, asserting his dominance through aggressive, confrontational tactics.
Tom uses intimidation, personal attacks, and moral superiority to destabilize Gatsby and assert control over Daisy. He frames the interaction as a power play, showing how negotiation in American culture can be as much about positioning oneself as it is about the actual deal. The focus on personal leverage, assertiveness, and direct confrontation exemplifies the American approach to negotiation, where outcomes and power dynamics take precedence over decorum or structure.
Treaty of Paris (1783)
Benjamin Franklin played a pivotal role in negotiating the Treaty of Paris, which ended the American Revolutionary War. His charm, diplomacy, and strategic use of alliances were key to securing favorable terms from Britain. Franklin emphasized common interests over conflicts, demonstrating a patient, persuasive, and strategic approach to negotiation.
structured, fact-focused
In Tatort, a long-running German crime series, negotiation scenes between police detectives and suspects often highlight the German preference for logical, methodical questioning. Detectives maintain a calm, detached demeanor, presenting evidence step-by-step to systematically dismantle the suspect’s alibi. Emotional appeals are minimal, with a strong emphasis on factual analysis and procedural accuracy. This structured, fact-focused negotiation style is emblematic of the German approach to interrogation.
Sachlichkeit
The German term Sachlichkeit conveys the concept of objectivity; focus strictly on the matter, not the people involved. It is culturally significant because emotions are seen as inappropriate in decision-making and negotiations; facts come first.
The Tin Drum
The Tin Drum by Günter Grass (1959). Oskar Matzerath negotiates a deal with a photographer to stage various emotionally charged scenes for financial gain. Oskar is cold, calculated, and businesslike, clearly outlining the terms of each staged photograph and negotiating a precise payment structure. The photographer, however, is unnerved by Oskar’s dispassionate, methodical approach. The focus on detailed terms and rational calculations reflects a distinctly German emphasis on order, clear expectations, and financial accountability.
Stasi officer
Weissensee, set in East Berlin during the 1980s, features a tense negotiation between a Stasi officer and a political dissident. The officer maintains a calm, measured tone, systematically presenting the dissident with evidence of alleged crimes. The negotiation is structured like a formal interrogation, with the officer adhering strictly to protocol and emphasizing the consequences of non-compliance. The scene illustrates the German tendency to prioritize structure, logical consistency, and procedural adherence.
personal influence
In Mad Men (2007-15), Don Draper exemplifies the American negotiation style in a scene where he attempts to secure a lucrative account with Heinz. Draper employs charm, confidence, and assertive language to pitch a new advertising campaign, positioning himself as the creative visionary Heinz needs. The scene is a masterclass in using personal influence and persuasive rhetoric to win over skeptical clients. Draper’s negotiation tactic is less about structure and more about emotional appeal, aligning with the American focus on persuasion and charisma.
Nachvollziehbarkeit
The German term Nachvollziehbarkeit conveys the concept of traceability; the reasoning must be understandable to others. It is culturally significant because decisions made during negotations should be explainable – ideally in writing.