The German term Verbindlichkeit conveys the concept of binding character; reliability of a statement or commitment. It is culturally significant because A yes means yes – and should not change later without good reason.
Vertragstreue
The German term Vertragstreue conveys the concept of contract loyalty; strict adherence to agreed terms. It is culturally significant because deviations from a contract are rare and require renegotiation.
Walk-Away Point
The American term Walk-Away Point conveys the concept of the moment one leaves the negotiation. It is culturally significant because decisiveness and clear boundaries are seen as signs of self-confidence.
Vorlaufzeit
The German term Vorlaufzeit conveys the concept of lead time; sufficient advanced notice before a decision or action. It is culturally significant because Germans expect early information in order to prepare thoroughly.
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.
What’s said is said.
Was gesagt ist, ist gesagt. What’s said is said. This statement emphasizes that you have to stand by your words. Once statements have been made, they are considered binding, and backtracking makes you appear unreliable and weak.
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.
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.
Willy asks Howard
In Death of a Salesman, Willy Loman, a struggling salesman, meets with his boss, Howard Wagner, to ask for a stable position in New York rather than continuing to travel. Willy tries to appeal to Howard’s sense of loyalty and decency, but Howard remains unmoved, focused solely on financial metrics.
Howard embodies a purely transactional, numbers-driven approach. He ignores Willy’s emotional appeals and repeatedly brings the conversation back to business metrics and profitability. Howard’s emphasis on facts, figures, and bottom-line results reflects the American business culture, where personal relationships and sentimentality are secondary to financial performance.
Winner-take-all
In Glengarry Glen Ross (1983), the salesmen at a real estate office are informed of a contest where the top salesman wins a Cadillac, the second-place gets steak knives, and the rest are fired. The announcement is delivered by Blake, a ruthless sales manager. Blake’s pitch is brutal, using fear, financial incentives, and aggressive language to motivate the sales team. The negotiation tactic is clear: produce results or face dire consequences. There is no room for negotiation—only compliance. The focus on competition, high stakes, and a clear winner-take-all mentality encapsulates the American approach to negotiation as a high-pressure, performance-driven endeavor.