In 1524 Martin Luther published Von Kaufshandlung und Wucher, On Trade and Usury. He quotes the rule of the merchants. In modern German it reads: Ich darf meine Ware so teuer geben, wie ich kann. I may sell my goods as dear as I can. Luther calls this rule the basis of all the tricks of usury. He tells the Christian merchant to ask a different question: Ja, wie teuer soll ich’s denn geben? Wo treffe ich das Rechte und die Billigkeit, dass ich meinen Nächsten nicht übervorteile oder überteuere? How dear should I sell it, then? Where do I find what is right and fair, so that I do not take advantage of my neighbor or overcharge him? Luther also gives the method. The merchant should count the days he spent getting and fetching the goods. He should weigh his labor and his risk, and compare his reward with the wage of a common day laborer.
pricing
right to negotiate
American law, particularly contract law, emphasizes the freedom to negotiate and bargain without state interference. The principle of caveat emptor, or let the buyer beware, underscores the expectation that both parties in a transaction are responsible for establishing a fair price. Unlike German law, which may emphasize fairness and transparency, American law prioritizes individual autonomy and the right to negotiate based on perceived value.
Bernd Stromberg
In Stromberg (2004-12), a German mockumentary-style sitcom, Bernd Stromberg, a self-serving middle manager, attempts to negotiate a promotion. Stromberg’s negotiation style is overly blunt, structured, and devoid of charm, aligning with the stereotype of German directness. He presents his case as a series of logical arguments, emphasizing his adherence to company policy and his ability to maintain order, even at the cost of personal relationships. The scene satirizes the German focus on structure and protocol-driven negotiation tactics.