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.
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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.
Trade-Off
The American term Trade-Off conveys the concept of a reciprocal concession. It is culturally significant because negotiation is seen as give-and-take, where compromise is part of the process.
Bottom Line
The American term Bottom Line conveys the concept of the absolute minimum acceptable outcome. It is culturally significant because it reflects a clear understanding of one’s limit, communicated openly or kept internal.
Negotiation Room
The American term Negotiation Roo’ conveys the concept of having intentional flexibility built into the negotiation. It is culturally significant because concessions are expected, and starting positions are not considered final.
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.
Walk-Away Point
The American term Walk-Away Point conveys the concept of the moment one leaves the negotiation. It is culturally significant because decisiveness and clear boundaries are seen as signs of self-confidence.
Ermessensspielraum
The German term Ermessensspielraum conveys the concept of discretionary scope; space for individual or contextual decision-making. It is culturally significant because Germans when negotiating prefer clear rules and limited discretion.
Verhandlungsmasse
The German term Verhandlungsmasse conveys the concept of negotiable scope; items or points available for concession. It is culturally significant because it is usually defined in advance; not everything is on the table.
Gründlichkeit
The German term Gründlichkeit conveys the concept of thoroughness; addressing every detail carefully. It is culturally significant because being thorough shows professionalism and seriousness.