“Run it up the flagpole.” To test an idea to see if it gains support. This iterative, informal testing of positions reflects a flexible, exploratory approach common in American business culture, often when in negotations.
How to negotiate a raise like a pro
Steph Curry, Michael Phelps and Jimmie Johnson all go to Phil de Picciotto when it comes time for contract negotiations. CNNMoney’s Ahiza Garcia gets pro tips on how to negotiate your next raise.
Willy Loman
In Arthur Miller’s Death of a Salesman, the character Willy Loman exemplifies the American salesman archetype who negotiates constantly, whether it is selling products or negotiating his own worth.
Gordon Gekko
In the classic film Wall Street (1987), Gordon Gekko’s character embodies the American negotiating ethos with the infamous phrase ‘Greed is good.’ His approach to business is unapologetically transactional, with aggressive negotiation tactics depicted as a sign of strength and success. Similarly, in ‘The Godfather’ (1972), Don Vito Corleone’s strategic deal-making showcases the cultural expectation of negotiating for the best possible outcome, regardless of the moral implications.
Don Corleone
In The Godfather (1972), Don Vito Corleone’s strategic deal-making showcases the cultural expectation of negotiating for the best possible outcome, regardless of the moral implications.
Trade-Off
The American term Trade-Off conveys the concept of a reciprocal concession. It is culturally significant because negotiation is seen as give-and-take, where compromise is part of the process.
Play hardball
Play hardball. To be aggressive or tough in a negotiation. This approach involves leveraging power or applying pressure to achieve desired outcomes, demonstrating assertiveness in American business culture.
“Back to square one”
“Back to square one.” To start over from the beginning. Americans value momentum, and having to restart a negotiation can be seen as a setback, prompting impatience or frustration.
“That’s a dealbreaker”
“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.
Iran Nuclear Deal (2015)
The negotiation between the U.S., Iran, and other global powers aimed to limit Iran’s nuclear capabilities in exchange for lifting economic sanctions. The U.S. negotiators prioritized a clear bottom line while maintaining enough flexibility to adjust terms as the negotiation progressed, a strategy that underscores the American focus on securing practical, enforceable agreements.