The West Wing (1999-2006) presents a more politically nuanced depiction of negotiation in a scene where President Bartlet and his Chief of Staff, Leo McGarry, negotiate with congressional leaders over a contentious budget deal. Bartlet employs a strategic, results-driven approach, leveraging political capital and making calculated compromises to secure bipartisan support. The negotiation is framed as a chess match, with each side maneuvering strategically to secure key concessions. The scene illustrates the American emphasis on strategic negotiation as a means to achieve political objectives.
Comfort Level
Americans have a high comfort level when negotiating over price. They consider it to be a sign of assertiveness, resourcefulness, and business acumen.
“Call a child by its name”
Man muss das Kind beim Namen nennen. Literally to call a child by its name. Or, you have to call a spade a spade. Directness is highly valued in German negotiation culture. Unclear wording and vague statements are considered unprofessional. Instead, people expect you to clearly identify problems.
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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.
Unnecessary disruption
In post-World War II Germany, the Wirtschaftswunder (economic miracle) established a sense of economic stability and order. The retail sector embraced fixed pricing as a symbol of reliability and transparency, contrasting with the more volatile economic environments in other countries. This cultural backdrop reinforced the idea that fair pricing was predetermined and not open to negotiation. Germans came to view price bargaining as an unnecessary disruption to the established order.
“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.
Effi Briest
In Theodor Fontane’s Effi Briest, characters engage in structured, formal interactions, where price discussions are avoided to maintain social decorum and politeness.
Good Bye Lenin !
In the film Good Bye Lenin! (2003), set in East Berlin before and after the fall of the Berlin Wall, the protagonist’s mother, a staunch supporter of the socialist regime, views Western capitalist practices with disdain, including price bargaining. The film highlights her discomfort with the perceived commercialism and transactional nature of post-reunification Germany, contrasting it with the perceived fairness and transparency of fixed pricing under socialism.
“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.