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.
power, dominance, coercion
In Of Mice and Men by John Steinbeck (1937), Curley, the boss’s son, tries to intimidate Lennie, a simple-minded but physically strong worker. Curley uses aggressive tactics, verbally attacking Lennie to assert dominance and provoke a reaction. Curley’s approach is all about power, dominance, and coercion. He seeks to establish authority through threats and physical aggression rather than logical arguments or compromise. The emphasis on force, intimidation, and asserting one’s will over others exemplifies a negotiation style focused on power dynamics rather than consensus-building. Not uncommon in the U.S.
Leveraging power
In The Godfather, Don Corleone exemplifies the American negotiation style through his strategic, power-driven approach to negotiation. In the iconic scene with the film producer Woltz, Don Corleone leverages his power to secure a film role for his godson. He calmly presents his request, positioning it as an offer Woltz cannot refuse. When Woltz initially rejects the proposition, Corleone escalates the pressure, using implied threats and leveraging his reputation to enforce compliance. The scene demonstrates the American focus on personal leverage, assertiveness, and strategic pressure.
tense, direct, transactional
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.?
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.
“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.
keep the family afloat
Buddenbrooks by Thomas Mann (1901). Thomas Buddenbrook engages in several tense business negotiations to keep the family firm afloat. He approaches each deal with meticulous preparation, insisting on strict contracts, detailed terms, and precise accounting. Despite financial pressure, he refuses to compromise on quality or integrity. The emphasis on structure, risk management, and long-term stability, as well as the refusal to make quick, desperate deals, reflects the German preference for order and predictability.