Buddenbrooks by Thomas Mann (1901). Thomas Buddenbrook engages in several tense business negotiations to keep the family firm afloat. He approaches each deal with meticulous preparation, insisting on strict contracts, detailed terms, and precise accounting. Despite financial pressure, he refuses to compromise on quality or integrity. The emphasis on structure, risk management, and long-term stability, as well as the refusal to make quick, desperate deals, reflects the German preference for order and predictability.
The Great Compromiser (1820, 1850)
Henry Clay was instrumental in brokering key agreements such as the Missouri Compromise and the Compromise of 1850, preventing national crises. Clay was a master at coalition-building and finding middle ground, emphasizing compromise and consensus.
Tom challenges Jay
The Great Gatsby by F. Scott Fitzgerald (1925). In The Great Gatsby, Tom Buchanan, a man of privilege and power, confronts Jay Gatsby about his business dealings and relationship with Daisy. Tom challenges Gatsby to admit that his wealth is acquired through criminal means, asserting his dominance through aggressive, confrontational tactics.
Tom uses intimidation, personal attacks, and moral superiority to destabilize Gatsby and assert control over Daisy. He frames the interaction as a power play, showing how negotiation in American culture can be as much about positioning oneself as it is about the actual deal. The focus on personal leverage, assertiveness, and direct confrontation exemplifies the American approach to negotiation, where outcomes and power dynamics take precedence over decorum or structure.
Military realities
In the final days of WWII, Adolf Hitler meets with his generals to discuss the crumbling state of the Third Reich. The generals try to convince Hitler to surrender, while Hitler insists on continuing the fight. Hitler employs a rigid, authoritarian approach, refusing to accept contradictory opinions. He demands strict adherence to his orders, despite the dire situation.
The generals present logical arguments based on military realities and data, appealing to logic and reason, but Hitler dismisses their pragmatism. The scene highlights the tension between strict hierarchical adherence and pragmatic logic, illustrating how rigid adherence to orders can obstruct logical, outcome-driven negotiation.
Jake lends money to Robert
In The Sun Also Rises by Ernest Hemingway (1926), Jake Barnes lends money to Robert Cohn, a wealthy but insecure man who uses charm and persuasion to get what he wants. Jake negotiates the terms of repayment, maintaining a transactional, businesslike tone despite their friendship.
Jake’s refusal to let the transaction become personal and his insistence on clear repayment terms reflect a pragmatic, results-oriented approach. The emphasis on keeping business and personal matters separate, along with the insistence on specific, enforceable terms, reflects the American approach to negotiation as a clear-cut, business-first interaction.
Lowball offer
Lowball offer. A deliberately low offer intended to create room for negotiation. This strategy is common in American bargaining, signaling a competitive, results-oriented mindset.
Leveraging power
In The Godfather, Don Corleone exemplifies the American negotiation style through his strategic, power-driven approach to negotiation. In the iconic scene with the film producer Woltz, Don Corleone leverages his power to secure a film role for his godson. He calmly presents his request, positioning it as an offer Woltz cannot refuse. When Woltz initially rejects the proposition, Corleone escalates the pressure, using implied threats and leveraging his reputation to enforce compliance. The scene demonstrates the American focus on personal leverage, assertiveness, and strategic pressure.
real-world conditions
American economic thought is heavily influenced by the classical economic model, which posits that prices are determined by the intersection of supply and demand. This perspective is rooted in the empirical, data-driven approach of economists such as Alfred Marshall and later, Milton Friedman. In this framework, price fluctuations are seen as natural market corrections that reflect real-world conditions, rather than as deviations from an objective standard.
personal influence
In Mad Men (2007-15), Don Draper exemplifies the American negotiation style in a scene where he attempts to secure a lucrative account with Heinz. Draper employs charm, confidence, and assertive language to pitch a new advertising campaign, positioning himself as the creative visionary Heinz needs. The scene is a masterclass in using personal influence and persuasive rhetoric to win over skeptical clients. Draper’s negotiation tactic is less about structure and more about emotional appeal, aligning with the American focus on persuasion and charisma.
Time is Money
The American term Time is Money conveys the concept of efficiency as a measure of good negotiation. It is culturally significant because prolonged processes are seen as a weakness or incompetence, especially regarding negotiations.