United States Institute of Peace Press Smyser, W: How Germans Negotiate

Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive and a unique - and formidable - negotiating style. As eminent scholar and veteran negotiator W. R. Smyser makes plain, that style has nothing to do with Hitler's bombast or Bismarck's machinations. Instead, it's based on logic, rigor, and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. "Negotiations with Germans can be difficult," notes Smyser, "but careful preparation and informed understanding can produce good results, especially if one knows the kinds of mistakes to avoid." ...