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.
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.
Play hardball
Play hardball. To be aggressive or tough in a negotiation. This approach involves leveraging power or applying pressure to achieve desired outcomes, demonstrating assertiveness in American business culture.
keep the family afloat
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.
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.
Trade-Off
The American term Trade-Off conveys the concept of a reciprocal concession. It is culturally significant because negotiation is seen as give-and-take, where compromise is part of the process.
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.
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.
Pushback
Pushback. Resistance or objection. Unlike in some cultures where disagreement is downplayed, Americans may openly express pushback as a sign of engagement or assertiveness in negotations.