Negotiations with Germans often seem to go very well – and then they fail. Here is why:
German Negotiation Style
In short: Germans are looking for a relationship – not a One Night Stand. Professionals build contacts and do business with each other for years, sometimes decades. Eventually everyone in your industry will know who you are: And if you behave ethical or not.
Most people are trusthworthy in Germany – because it pays off: A client is much more valuable than a sale.
As a result German professionals try to build a longterm relationship with you. Their first offer will be carefully considered. It will represent the value they see in your part of the deal – and offer a fair compensation. This is why negotiations seem to go well in the start.
Negotation Style in Emerging Countries
In many emerging countries there is still very few security. You are never sure what the future holds for you. Therefore employees and entrepreneurs are focused on the short term gain. They judge German offers by local business culture. And from their point of view the German fair offer seems unbelievable naive. As a result they feel the itch to take advantage of the “naive foreigners” and make maximum demands.
The Germans, shocked and insulted, try to discuss this offers and find a solution. They talk openly about their needs and their possibilities. Their foreign counterparts interpret this negotiation style again by their own local standards -and think of the Germans as “weak”. So they hold firm.
The Germans, frustrated and disappointed, withdraw their offer. Each site judged the situation by their own cultural standards – but is is you, the foreigner, who lost most. You didn’t win a longterm client or boss. And you didn’t even get a single sale.
Don’t be naive with Germans. Offer them a fair deal and keep up on your part. Then you will make money for years and years.
Get a client, not a sale. Get a career, not a job.