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.
A valuable skill
American culture generally embraces negotiation as a sign of assertiveness and business acumen. Whether in business, consumer markets, or interpersonal dealings, negotiation is framed as a valuable skill rather than an undesirable or uncomfortable act. Literary characters, cinematic figures, and everyday expressions all highlight the cultural expectation that Americans should negotiate for the best possible outcome, reinforcing the idea that ‘everything is negotiable.’
dark, ruthless
In The Grapes of Wrath by John Steinbeck (1939), the Joad family arrives in California during the Great Depression, seeking work. They encounter a contractor who offers them substandard wages, knowing they are desperate. The contractor leverages the Joads’ desperation to dictate the terms of employment, setting up a classic power imbalance. Despite the unfair terms, the Joads have no leverage to negotiate, highlighting the stark economic realities of the time. The focus on exploiting power dynamics, leveraging scarcity, and driving a hard bargain without regard for fairness reflects the darker, more ruthless side of American negotiation culture.
close or walk away
Glengarry Glen Ross (1992). Set in a high-pressure sales office, this movie depicts real estate agents in constant contact with clients and each other, always ready to close or walk away from deals. The focus is on results, not relationships or context, and the right to exit is exercised ruthlessly.
Bottom Line
The American term Bottom Line conveys the concept of the absolute minimum acceptable outcome. It is culturally significant because it reflects a clear understanding of one’s limit, communicated openly or kept internal.
“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.
as circumstances change
Suits. This legal drama centers on contract negotiations, mergers, and business deals. Characters are in constant communication, often renegotiating or exiting agreements as circumstances change. The show highlights how American business culture values strategic flexibility and clear, actionable terms over deep contextual or relational commitments.
“Run it up the flagpole”
“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.
“Let’s make a deal”
“Let’s make a deal.” This expression signifies the desire to reach an agreement. It reflects the American focus on outcomes and mutual gain, seeing negotiation as a positive opportunity to strike a deal.
“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.