Breaking Bad (2008-2013) offers a darker portrayal of negotiation in a scene where Walter White negotiates with drug kingpin Gus Fring. White, who is initially outmatched, uses his knowledge of chemistry and the production process to assert leverage, ultimately positioning himself as an indispensable asset. The negotiation is tense, direct, and transactional, emphasizing the American focus on maximizing personal gain, even at the risk of escalating conflict.
Cadillac, Knives, Fired
Glengarry Glen Ross provides a ruthless portrayal of American sales culture, where negotiation is framed as a winner-takes-all contest. In a memorable scene, Blake, a corporate sales trainer, announces a sales contest with brutal terms: first prize is a Cadillac, second prize is a set of steak knives, and third prize is termination. Blake employs coercion, threats, and financial incentives to motivate the sales team, demonstrating an aggressive, high-pressure negotiation style that prioritizes immediate results over long-term relationships.
“It’s a win-win”
“It’s a win-win.” This phrase is used to describe a situation in which both sides benefit. It illustrates the American emphasis on creating solutions where no one ‘loses’ – an optimistic, problem-solving mindset. However, is this the deepest negotiating logic in the U.S.?
“Greed is good”
The movie Wall Street presents a quintessential depiction of high-stakes, aggressive American negotiation tactics through the character of Gordon Gekko. In a pivotal scene, Gekko confronts Bud Fox, instructing him on the art of the deal. Gekko uses assertive language, rapid decision-making, and financial incentives to manipulate Fox, emphasizing the mantra ‘Greed is good.’ The negotiation style is transactional, focused solely on maximizing personal gain without regard for ethical considerations.
High-stakes game
American cinema consistently depicts negotiation as a fast-paced, high-stakes game where power dynamics, assertiveness, and quick decision-making take precedence over structure or logic. Characters employ aggressive tactics, persuasive language, and strategic leverage to achieve their objectives, reflecting a culture that values winning, individual success, and the art of the deal.
cutthroat
In Suits (2011-2019), Harvey Specter, a top corporate lawyer, is known for his aggressive, cutthroat negotiation style. In one pivotal scene, Specter negotiates with a rival firm over a multi-million-dollar settlement. He uses intimidation, strategic leverage, and quick thinking to pressure the opposing lawyer into accepting unfavorable terms. Specter’s negotiation style is unapologetically assertive, framing the interaction as a zero-sum game where only one party can emerge victorious.
dark, ruthless
In The Grapes of Wrath by John Steinbeck (1939), the Joad family arrives in California during the Great Depression, seeking work. They encounter a contractor who offers them substandard wages, knowing they are desperate. The contractor leverages the Joads’ desperation to dictate the terms of employment, setting up a classic power imbalance. Despite the unfair terms, the Joads have no leverage to negotiate, highlighting the stark economic realities of the time. The focus on exploiting power dynamics, leveraging scarcity, and driving a hard bargain without regard for fairness reflects the darker, more ruthless side of American negotiation culture.
Iran Nuclear Deal (2015)
Wendy Sherman served as the chief negotiator of the Iran Nuclear Deal (Obama administration), combining economic leverage with diplomatic engagement. Her approach was tough, pragmatic, and focused on securing enforceable agreements, reflecting the American preference for practical outcomes.
China Trade Negotiations (2018-2020)
The American administration engaged in intense trade negotiations with China, emphasizing tariffs and economic leverage to force concessions. The American approach was aggressive and transactional, characterized by rapid shifts in demands and a strong focus on closing the deal.
Leverage
The American term Leverage conveys the concept of negotiation power and means to exert influence. It is culturally significant because it is consciously used to achieve favorable conditions, such as time pressure, alternatives, or status.