Negotiating with Managers from Germany

Andreas M. Hartmann ()
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Andreas M. Hartmann: Tecnológico de Monterrey

Chapter 13 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 283-307 from Springer

Abstract: Abstract Germany is an economic powerhouse within Europe and a major participant in the world economy. The country’s economic success is based on relatively well-functioning institutions and sophisticated business systems. Germans have a reputation for their thoroughness and punctuality and for their lack of humor and emotions. Academic studies offer data for refining these stereotypes by pointing out aspects such as high levels of interpersonal trust and a linear-active behavior in negotiations. The literature characterizes German businesspeople as low-context communicators who follow a systematic approach to engaging in either distributive bargaining or integrative negotiation. Foreigners are advised to prepare thoroughly and to watch out for instances of deviation from commonly expected patterns, where immigration and exposure to international trade may have modified typical German business conduct.

Keywords: German negotiation style; Low emotionalism; Punctuality; Thoroughness; Openness to international experiences (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_13

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DOI: 10.1007/978-3-030-00277-0_13

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