Angela Merkel, then German Chancellor, was the key negotiator during the Eurozone crisis, focusing on fiscal discipline and strict bailout conditions. His approach was structured, data-driven, and unwavering, reinforcing the German preference for rules, order, and predictability.
Quick Win
The American term Quick Win conveys the concept of a short-term, visible success. It is culturally significant because achieving quick results helps maintain momentum and motivation.
Shark Tank
In the popular series Shark Tank, entrepreneurs pitch their businesses to investors who openly negotiate equity percentages, valuations, and funding amounts. The entire premise of the show is rooted in the American cultural belief that negotiating is not only acceptable but expected in business settings.
Standard Oil (Late 1800s)
John D. Rockefeller negotiated strategic deals to consolidate the oil industry, creating a near-monopoly through Standard Oil. His approach was hard-nosed, meticulous, and focused on long-term gains, demonstrating a calculated, strategic style.
Harvey Specter
In Suits, Harvey Specter is portrayed as a ruthless negotiator, leveraging every possible advantage to secure the best deal for his clients.
Sollozzo requests
In The Godfather (Mario Puzo, 1969), Sollozzo, a narcotics dealer, meets with Don Corleone to request protection and investment in the drug trade. Don Corleone remains calm, calculated, and strategic, leveraging his reputation and network to assert control over the negotiation without ever raising his voice or making threats. The focus on power, reputation, and strategic long-term thinking, combined with a willingness to use leverage discreetly, aligns with a classic American negotiation style: firm, but not reckless.
power, dominance, coercion
In Of Mice and Men by John Steinbeck (1937), Curley, the boss’s son, tries to intimidate Lennie, a simple-minded but physically strong worker. Curley uses aggressive tactics, verbally attacking Lennie to assert dominance and provoke a reaction. Curley’s approach is all about power, dominance, and coercion. He seeks to establish authority through threats and physical aggression rather than logical arguments or compromise. The emphasis on force, intimidation, and asserting one’s will over others exemplifies a negotiation style focused on power dynamics rather than consensus-building. Not uncommon in the U.S.
Lola
In the German movie Run Lola Run, Lola, desperate to save her boyfriend, attempts to convince a casino banker to let her bet a large sum of money. She approaches the banker with a firm, almost mechanical tone, presenting her case logically and precisely.
The banker responds in a calm, methodical manner, adhering strictly to the casino’s rules and regulations. The interaction highlights the importance of procedure, clarity, and precision in German negotiations, where logical structure and adherence to rules override emotional appeals.
invisible hand
The American approach to pricing is strongly influenced by the philosophy of laissez-faire capitalism, as articulated by thinkers such as Adam Smith and John Stuart Mill. While both were British, their ideas found fertile ground in the American context, where individualism and free enterprise were already deeply embedded in the cultural ethos. Smith’s concept of the invisible hand suggests that prices are naturally determined by supply and demand, and that market forces, not regulatory bodies, should dictate value. This perspective fosters the belief that price is fluid and negotiable, rather than fixed and objective.
NAFTA Negotiations (1992)
The North American Free Trade Agreement negotiations between the U.S., Canada, and Mexico reflected America’s emphasis on economic pragmatism and a win-win perspective. U.S. negotiators focused on securing favorable trade terms while maintaining flexibility for future adjustments, a characteristic of the American negotiation style.