Effi Briest by Theodor Fontane (1896). In the confrontation between Geert von Instetten and Major Crampas, Instetten challenges Crampas to a duel after discovering that his wife Effi had an affair. The duel is framed as a matter of honor, duty, and adherence to societal rules. Instetten’s actions are driven not by personal anger but by a sense of obligation to maintain social order and follow protocol. The focus on duty, principle, and maintaining the integrity of agreements underscores the German tendency to adhere strictly to social norms and established structures.
thorough vs. fast
Locarno Treaties (1925)
Gustav Stresemann, German Foreign Minister, played a key role in negotiating the Locarno Treaties, which aimed to stabilize post-WWI Europe. His approach was methodical and focused on building trust and establishing clear, fixed agreements to prevent future conflict, embodying the German preference for structure and legal certainty.
Rechtssicherheit
The German term Rechtssicherheit conveys the concept oflLegal certainty; clear and stable legal framework. It is culturally significant because contracts and laws are taken seriously and interpreted literally.
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.
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.
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.
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.
“Throw in the towel”
“Throw in the towel.” To admit defeat or give up. It signifies a clear decision to exit a negotiation or concede – a pragmatic, straightforward approach typical in American negotiations.
“That’s a dealbreaker”
“That’s a dealbreaker.” A condition that prevents any agreement from being reached. Americans often signal their bottom line or ‘red lines’ clearly and early in negotiations.
Time is Money
The American term Time is Money conveys the concept of efficiency as a measure of good negotiation. It is culturally significant because prolonged processes are seen as a weakness or incompetence, especially regarding negotiations.