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.
“Sweeten the deal”
“Sweeten the deal.” To add something extra to make an offer more attractive. It reflects the American tendency to strategically use concessions to close a deal.
Zuckerberg
The Social Network (2010). Chronicling the creation of Facebook, this film shows Mark Zuckerberg’s shifting relationships and agreements with co-founders and early partners. The story is marked by frequent renegotiation, legal disputes, and Zuckerberg’s readiness to change or exit agreements as the business evolves, reflecting the American logic of flexibility and ongoing negotiation.
Work-Life Balance
Until recent years work-life balance had been of far less importance to Americans. It is not embedded in their labor laws. U.S. companies do not yet see it as their responsibility. Work-life balance has, however, become a topic of intense discussion within American society.
Subject Matter
Americans want to work in subject matter areas which offer solid compensation, a clear path for advancement, and increasing opportunities and options. The American economy, therefore American companies, value the generalist more than the specialist.
Job Security
Americans know that no job is truly secure. Job security comes only through being valuable to the organisation, continuous skills development, steady career advancement, and constant exposure to new opportunities.
Advancement
In the U.S. career advancement is second to compensation in importance. Americans strive to move up the hierarchy. In fact, advancement often brings with it a significant increase in compensation. Advancement and compensation go hand-in-hand.
Wheeling and dealing
Expressions like ‘It’s not personal, it’s just business’ and ‘Everything is negotiable’ illustrate the American view that negotiation is a standard, unemotional aspect of doing business. The term ‘wheeling and dealing’ further reinforces the notion that successful individuals are those who can negotiate skillfully and assertively.
“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.
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.