“That’s a dealbreaker.” A condition that prevents any agreement from being reached. Americans often signal their bottom line or ‘red lines’ clearly and early in negotiations.
Treaty of Guadalupe Hidalgo (1848)
The U.S. and Mexico negotiated the end of the Mexican-American War, with Mexico ceding large territories in exchange for financial compensation. American negotiators pushed for rapid closure, emphasizing immediate gains over long-term stability, a hallmark of American deal-making.
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.
“Shoot from the hip”
“Shoot from the hip.” To act or speak quickly without much preparation. While spontaneity and directness are valued in American culture, this approach can also come across as impulsive or risky.
“Throw in the towel”
“Throw in the towel.” To admit defeat or give up. It signifies a clear decision to exit a negotiation or concede – a pragmatic, straightforward approach typical in American negotiations.
“Get to the bottom line”
“Get to the bottom line.” To focus on the essential conclusion or price. This reflects the American preference for clarity, efficiency, and result-oriented communication in negotiation.
Cuban Missile Crisis Negotiations (1962)
During the Cold War, President John F. Kennedy’s administration engaged in intense negotiations with the Soviet Union to de-escalate the Cuban Missile Crisis. The American approach involved calculated brinkmanship, demonstrating a willingness to push negotiations to the edge of conflict to achieve a strategic objective, reflecting the concept of playing hardball.
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.
Louisiana Purchase (1803)
President Thomas Jefferson negotiated the purchase of the Louisiana Territory from France, doubling the size of the United States. Jefferson’s approach was bold and opportunistic, seizing the chance to secure valuable land at a low price. This negotiation illustrated America’s focus on pragmatic, outcome-driven deals and a willingness to act quickly to secure strategic advantages.
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.