"Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive culture 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."".

"Drawing on interviews with dozens of European and American negotiators, Smyser offers diplomats and businesspeople an incisive portrait of their German counterparts. Using examples drawn from the past 50 years, Smyser illustrates Germany's abiding search for security, stability, and community.

Germans are usually willing to make a mutually beneficial deal, but not before they've undertaken exhaustive research, presented a meticulous case, and satisfied their own demands for conceptual consistency."--BOOK JACKET.