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.

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.

Wheeling and dealing

Expressions like ‘It’s not personal, it’s just business’ and ‘Everything is negotiable’ illustrate the American view that negotiation is a standard, unemotional aspect of doing business. The term ‘wheeling and dealing’ further reinforces the notion that successful individuals are those who can negotiate skillfully and assertively.

A valuable skill

American culture generally embraces negotiation as a sign of assertiveness and business acumen. Whether in business, consumer markets, or interpersonal dealings, negotiation is framed as a valuable skill rather than an undesirable or uncomfortable act. Literary characters, cinematic figures, and everyday expressions all highlight the cultural expectation that Americans should negotiate for the best possible outcome, reinforcing the idea that ‘everything is negotiable.’

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