In The Grapes of Wrath by John Steinbeck (1939), the Joad family arrives in California during the Great Depression, seeking work. They encounter a contractor who offers them substandard wages, knowing they are desperate. The contractor leverages the Joads’ desperation to dictate the terms of employment, setting up a classic power imbalance. Despite the unfair terms, the Joads have no leverage to negotiate, highlighting the stark economic realities of the time. The focus on exploiting power dynamics, leveraging scarcity, and driving a hard bargain without regard for fairness reflects the darker, more ruthless side of American negotiation culture.