Культурные детерминанты немецкого стиля переговоров

Among all factors that determine person’s behavior during negotiations, the national culture has a specific importance. German style of negotiations is one of the most striking instances of this statement. The important features of German culture of negotiations are punctuality, clear and detailed planning, and strict adherence to rules and agreements. The Germans are characterized by a rational and objective approach to the subject of negotiations, openness to criticism, willingness to discuss difficult issues, and concentration on the substantive aspects of communication. They usually ignore the need to build good personal relationships with partners because they consider formal relations are sufficient. In this way Germans are characterized by a clear, direct, and open style of language communication. They often do not notice non-verbal cues and body language. Also the Germans strictly separate professional and personal life. The German culture of negotiations is determined by the historical background of Germany. Here the centuries of political and religious disunity as limited social mobility and communications as forced to control emotions and to focus on concrete issues and applied common goals during bargaining. Though, this background has also determined such a feature of German style of negotiations like assertiveness. At the same time German experts in intercultural communication try to reconsider the national style of negotiations and recommend German diplomats and businessmen to study the features of other, especially high-context cultures. This knowledge is aimed to help to avoid embarrassing situations, irritation and misunderstanding that may arise due to cultural differences.