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.
“Throw in the towel”
“Throw in the towel.” To admit defeat or give up. It signifies a clear decision to exit a negotiation or concede – a pragmatic, straightforward approach typical in American 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.
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.’
Buddenbrooks
In Thomas Mann’s novel Buddenbrooks, the titular family, representing the German bourgeoisie, conducts business with a strict emphasis on maintaining dignity and decorum. Negotiating prices is depicted as undignified and beneath the family’s status, reflecting a broader cultural aversion to haggling in professional settings.
Tatort
In the long-running crime series Tatort, scenes involving financial transactions or business deals often depict Germans adhering to strict price structures without negotiation. Detectives and businesspeople engage in straightforward exchanges, where the focus is on procedural integrity rather than negotiating a better deal. This portrayal reinforces the perception that price bargaining is unprofessional and potentially disreputable.
“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.
Economic hardship
From the early days of American frontier trading to the rise of modern consumer culture, negotiating prices has been an integral part of American commerce. The Great Depression further solidified the practice of price bargaining, as economic hardship necessitated finding the best possible deal. Today, real estate markets, car dealerships, and even retail sectors encourage price negotiation as a sign of financial savvy.
Tom Buchanan
In F. Scott Fitzgerald’s The Great Gatsby, Tom Buchanan’s confrontational business dealings reveal a willingness to negotiate aggressively, reflecting a broader American acceptance of price negotiation as a sign of power and influence.
Comfort Level
The Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful.