President Thomas Jefferson negotiated the purchase of the Louisiana Territory from France, doubling the size of the United States. Jefferson’s approach was bold and opportunistic, seizing the chance to secure valuable land at a low price. This negotiation illustrated America’s focus on pragmatic, outcome-driven deals and a willingness to act quickly to secure strategic advantages.
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.
“Let’s make a deal”
“Let’s make a deal.” This expression signifies the desire to reach an agreement. It reflects the American focus on outcomes and mutual gain, seeing negotiation as a positive opportunity to strike a deal.
“Get to the bottom line”
“Get to the bottom line.” To focus on the essential conclusion or price. This reflects the American preference for clarity, efficiency, and result-oriented communication in negotiation.
Cuban Missile Crisis Negotiations (1962)
During the Cold War, President John F. Kennedy’s administration engaged in intense negotiations with the Soviet Union to de-escalate the Cuban Missile Crisis. The American approach involved calculated brinkmanship, demonstrating a willingness to push negotiations to the edge of conflict to achieve a strategic objective, reflecting the concept of playing hardball.
China Trade Negotiations (2018-2020)
The American administration engaged in intense trade negotiations with China, emphasizing tariffs and economic leverage to force concessions. The American approach was aggressive and transactional, characterized by rapid shifts in demands and a strong focus on closing the deal.
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.
chess match
The West Wing (1999-2006) presents a more politically nuanced depiction of negotiation in a scene where President Bartlet and his Chief of Staff, Leo McGarry, negotiate with congressional leaders over a contentious budget deal. Bartlet employs a strategic, results-driven approach, leveraging political capital and making calculated compromises to secure bipartisan support. The negotiation is framed as a chess match, with each side maneuvering strategically to secure key concessions. The scene illustrates the American emphasis on strategic negotiation as a means to achieve political objectives.
“Call a child by its name”
Man muss das Kind beim Namen nennen. Literally to call a child by its name. Or, you have to call a spade a spade. Directness is highly valued in German negotiation culture. Unclear wording and vague statements are considered unprofessional. Instead, people expect you to clearly identify problems.
Lowball offer
Lowball offer. A deliberately low offer intended to create room for negotiation. This strategy is common in American bargaining, signaling a competitive, results-oriented mindset.