I recently, again, stumbled into a discussion which got a bit derailed. because of a slight and subtle, yet with noticeable effect, difference in discussion style.
In short:
* Germans take everything at face value. To them someone who cushions his words seems unsure of his own opinion.
Truthfulness and honesty over being nice.
* Americans love to sugarcoat and relativize everything. All the time. If they want to say something that might perhaps possibly in an occasion be uncomfortable to you, they get indirect. They say things they dont mean, and mean things they dont say.
Being nice and super-polite over Truthfulness.
For examples some "american english- what they say" to "german english - what they mean" translations:
"I thing we should reconsider that part" --- "There is a mistake."
"I´m not sure about" --- "I´m against"
"In my opinion" -- "I know"
"There should perhaps be" --- "There has to be"
"How do you do?" --- "Welcome" (trick question, dont answer)
"I dont thing" --- "No."
"This doesnt seem to be" -- "No."
"There might be" -- "There is"
"Perhaps" -- "Definitely"
Original post from me:
There are not really many cultural differences when you cross the big pond. Much less than say when you drive just over the border to the "cheese-eating surrender monkeys"It is just conversational style. But this is one of the "biggest" cultural differences between The States and Germany. Not in spite of, but precisely because it is so subtle.
* Not being direct to the point and honest is considered bad style in Germany.
* Not trying to politely sugarcoating "unpleasant for the other side" statements is considered bad style in the US. Even up to the concept of "little white lie" (which is unknown in germany - and even will make people upset at you if they found out as you are being untruthful).
For example recently i read an essay from an american professor of finance and he kept interjecting his statements with "i thing" , "in my opinion", "it should be", "most probably". I was just about to dismiss his paper from my relevant-works-stack as he obviously himself wasnt even really sure of his own conclusions, when i remembered that americans always like to cushion everything up. And as he was holding a minority view he went with extra cushioning topping.
His position has merit, yet i almost dismissed it because he wasnt direct to the point and he was relativizeing his statements, instead of saying them "boldly", even as many people on the conference held another opinion.
Companies train their people to be aware of this difference in discussion style:
Germany 4
This segment portrays two of the most common problems that arise when Americans and Germans negotiate. (1) According to Germans, Americans tend to deliver “hype” rather than the data and details the Germans want. From the American point of view, if the customer needs great detail, it will be delivered when they ask for it. (2) German bluntness offends Americans, “This has been a waste of our time.” From the German point of view they are just delivering an honest and accurate evaluation – no “cushioning” is involved in the German, low context style of communication. Americans use conversational cushioning and expect it to be used, even by Germans. This conflict in conversational style can cause great friction in otherwise cooperative business negotiations across the Atlantic.
The lesson here is two-fold – “don’t expect diplomacy” and “deliver details and data.” Try to appreciate German frankness.[1] It is efficient. The key here is to back up all claims with data and references. Expect the German customers to ask for much more information than typically required in the States. For example, if you make a claim about your market share, show them the data you used to calculate it.
[1] Checking the dictionary for the derivation of the word “frank” is quite interesting – apparently bluntness is an historical, cultural trait for Germans.