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.
words
Beraten vs. Dienen
The Germans use the word service very often, and in many different situations. But, service is not native to the German language. The German equivalent for service is dienen. And the word dienen can be traced back as far as the 8th century. At its root dienen was in connection with Läufer (runner), Bote (messenger) or Knecht (farm laborer or servant). Dienen means simply to be helpful or to be useful.
But, it also means (and is often felt by Germans to mean) service in the sense of servitude, subjugation or subordination of one person to another person, to the one served, assisted or helped. Especially if one is serving exclusively the individual needs, wishes or interests of another person, one can feel a loss of independence and autonomy. One is captive, no longer free.
However, if a common goal or common purpose is being served, something for the good of all, then serving is understood as positive. This might provide an indication for why contemporary Germans avoid using the term dienen, and prefer the English word service, or a combination of a German and an English term (i.e. Kundenservice = customer service).
The German term beraten, on the other hand, means to give someone advice about what they should do. The root is Rat, which means counsel. To beraten with another means to discuss and consider together, to hold council on a specific issue, situation or problem. A Berater is a consultant.
The original definition of beraten means to take precautions, in the sense of food and provisions in a household: Hausrat (household things), Vorrat (supply, reserve, stock), Gerät (tool, utensil, appliance, device). Beraten (to give advice, to consult) is oriented, therefore, towards a future action, something to be done. Beraten serves the purpose of preparing someone for a future or possible situation.
Gracious. Helpful. Selfless.
The English term service implies graciousness, helpfulness and to a degree selflessness. To serve is to be humble. Serve stems from the Latin word servitium, which meant the condition of a slave. Service, at its roots involves one person serving another or several. It is inherently personal. The term service in the context of American business involves the notion of servitium, to respond to the needs of your customer, to serve that customer personally and individually.
But service also anticipates compensation: payment, customer loyalty, growth of the business. Service is both personal and commercial. They go hand-in-hand. Impersonal service seldom leads to commercial success. Personal service without fair compensation is servitude. And, indeed, some business relationships are so one-sided that the one serving feels more like a slave than a free person.
To consult means to seek advice, to refer to, to take into account, to consider, as one would consult an attorney or a physician. To consult also means to exchange views, to confer. As with service the term consult has its roots in Latin: consultare, meaning to deliberate, counsel, consult or take counsel. To consult means to advise, to recommend, to suggest, to provide an opinion about what could or should be done in a certain situation or in response to a certain problem.
The consultant, therefore, is the expert applying their knowledge and expertise to improve the situation of a customer. But, essential to consulting a client is understanding their needs, their situation. This is done by first consulting with, meaning listening to that customer.
Aufgabe
Aufgabe. Task, job, project given to a person to complete.
An Aufgabe in Germany is a job one feels obligated to do to the best of their ability. More than completing the task, it is a personal matter, a question of professionalism and integrity. People can assign themselves an Aufgabe or have it assigned to them by a third party.
The Germans say Aufgabe für das Leben, a task for life; Sie müssen Ihre Hausaufgaben machen. You have to do you homework; Man wächst mit den Aufgaben. One grows with the tasks given to them; Eine zu große Aufgabe. A task too great.
It is important for Germans to have a clear separation of tasks, clear borders delineating who does what. It is considered to be a negative sign for a team when one German says to another: „I thought that was your job.“ Even worse is when a German employee does not have an Aufgabe or has too few Aufgaben.
This could be an indication that management doesn‘t regard all too highly that employee‘s capabilities. On the flip side, German employees often take on as many Aufgaben as possible. This is part ambition, part job security, part arrogance in the sense of being able to claim to their colleagues „That they have so much to do, so much more than the others.“
For Germans it is important to have important Aufgaben, to have a lot of Aufgaben, to complete them well.
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.
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.
Strukturierung
The German term Strukturierung conveys the concept of structuring; logical and clear organization of topics or processes. It is culturally significant because Germans often insist on well-organized meetings and documents.
Planungssicherheit
The German term Planungssicherheit conveys the concept of planning security; ability to plan reliably over time. It is culturally significant because last-minute changes are frustrating and unprofessional in the German business culture, especially relating to negotiations.
Protokoll
The German term Protokoll conveys the concept of meeting minutes; formal written record of what was said or agreed. It is culturally significant because often treated as semi-binding and used as a reference in follow-up negotiations.
Quick Win
The American term Quick Win conveys the concept of a short-term, visible success. It is culturally significant because achieving quick results helps maintain momentum and motivation.