Emotion
Americans do not separate the personal from the professional. It is both legitimate and effective to appeal to emotions when negotiating. For Americans, personal rapport, trust, and emotional connection are integral to the negotiation. The quality of the personal relationship directly influences the quality of the outcome. This is not a tactic. It is an authentic expression of how Americans understand business relationships. Patterns
Purpose
For Americans, striking a deal is a solution that is quick, pragmatic, and goal-oriented. Deal-making is considered a valuable business skill. The ability to bring parties together and close an agreement efficiently is widely admired. A good deal works for both sides and gets done in a reasonable timeframe. Deal-making itself is seen as problem-solving, not as a game or a manipulation. Patterns
Fairness
Americans have high tolerance for imbalanced negotiated outcomes. It is perfectly legitimate for each party to strive for advantage. A negotiation is a competition of interests. The outcome reflects the skill, preparation, and leverage of each side. An imbalanced outcome is not inherently unfair. If one side negotiates more effectively, the result reflects competence, not exploitation. Americans assume both parties entered the negotiation voluntarily. Patterns
Pace
For Americans, speed is always preferred over thoroughness. Hastily negotiated agreements can be improved. The goal is to reach agreement quickly and begin executing. The terms are refined as experience reveals what works and what does not. An agreement that is eighty percent right today is more valuable than one that is one hundred percent right in six months. The competitive environment rewards speed. Patterns
Basis
Americans do not believe that there is such a thing as an objective price. They believe that market forces should determine price, and that means negotiation. A price is what a willing buyer and a willing seller agree upon. The asking price is a starting point, not a final answer. The final price emerges from the interaction between the parties. Patterns
Permanence
Americans consider every agreement as potentially renegotiable. Everything is in flux. Contractual parties are always free to propose revised terms when circumstances warrant it. For Americans, the willingness to renegotiate is not a sign of bad faith. It is a sign of pragmatism and adaptability. An agreement that no longer serves both parties well should be updated. Patterns
Price
Americans have a high comfort level when negotiating over price. They consider it to be a sign of assertiveness, resourcefulness, and business acumen. Negotiating price is not only acceptable but expected. A professional who accepts the first price offered may be seen as passive. Price negotiation is the mechanism through which both parties arrive at a fair exchange. Patterns