The West Wing (1999-2006) presents a more politically nuanced depiction of negotiation in a scene where President Bartlet and his Chief of Staff, Leo McGarry, negotiate with congressional leaders over a contentious budget deal. Bartlet employs a strategic, results-driven approach, leveraging political capital and making calculated compromises to secure bipartisan support. The negotiation is framed as a chess match, with each side maneuvering strategically to secure key concessions. The scene illustrates the American emphasis on strategic negotiation as a means to achieve political objectives.
“Show him the money”
In Jerry Maguire, the negotiation between Jerry Maguire and Rod Tidwell encapsulates the American emphasis on assertiveness, personal branding, and relationship-building in business deals. Jerry, a sports agent, tries to persuade Rod, a professional football player, to sign with him by promising to ‘show him the money.’ The negotiation is characterized by emotional appeals, personal connection, and assertive, results-oriented language. Unlike more structured, logic-driven approaches, the scene underscores the importance of charisma and personality in American-style negotiation.
“Call a child by its name”
Man muss das Kind beim Namen nennen. Literally to call a child by its name. Or, you have to call a spade a spade. Directness is highly valued in German negotiation culture. Unclear wording and vague statements are considered unprofessional. Instead, people expect you to clearly identify problems.
“Call the shots”
“Call the shots.” To be in charge and make the decisions. This expression highlights the emphasis on authority and decision-making power in American negotiation dynamics.
Civil Rights Negotiations (1950s-1960s)
Martin Luther King Jr. negotiated numerous agreements with local and federal governments, emphasizing nonviolent resistance and moral persuasion. His approach was ethical, patient, and deeply focused on gaining moral authority, influencing public opinion as well as political leaders.
Tom challenges Jay
The Great Gatsby by F. Scott Fitzgerald (1925). In The Great Gatsby, Tom Buchanan, a man of privilege and power, confronts Jay Gatsby about his business dealings and relationship with Daisy. Tom challenges Gatsby to admit that his wealth is acquired through criminal means, asserting his dominance through aggressive, confrontational tactics.
Tom uses intimidation, personal attacks, and moral superiority to destabilize Gatsby and assert control over Daisy. He frames the interaction as a power play, showing how negotiation in American culture can be as much about positioning oneself as it is about the actual deal. The focus on personal leverage, assertiveness, and direct confrontation exemplifies the American approach to negotiation, where outcomes and power dynamics take precedence over decorum or structure.
Pitch
The American term Pitch conveys the concept of a persuasive presentation of one’s proposal. It is culturally significant because storytelling, emotional appeal, and highlighting benefits play a major role.
personal influence
In Mad Men (2007-15), Don Draper exemplifies the American negotiation style in a scene where he attempts to secure a lucrative account with Heinz. Draper employs charm, confidence, and assertive language to pitch a new advertising campaign, positioning himself as the creative visionary Heinz needs. The scene is a masterclass in using personal influence and persuasive rhetoric to win over skeptical clients. Draper’s negotiation tactic is less about structure and more about emotional appeal, aligning with the American focus on persuasion and charisma.
Paris Peace Accords (1973)
Henry Kissinger orchestrated negotiations to end the Vietnam War, securing the Paris Peace Accords and receiving the Nobel Peace Prize. His approach was rooted in Realpolitik, leveraging strategic interests to achieve complex diplomatic goals.
Impersonal vs. Personal
Americans do not separate the personal from the professional. Business is always personal. It is both legitimate and effective to appeal to emotions when negotiating.