Steph Curry, Michael Phelps and Jimmie Johnson all go to Phil de Picciotto when it comes time for contract negotiations. CNNMoney’s Ahiza Garcia gets pro tips on how to negotiate your next raise.
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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.
“Sweeten the deal”
“Sweeten the deal.” To add something extra to make an offer more attractive. It reflects the American tendency to strategically use concessions to close a deal.
“That’s a dealbreaker”
“That’s a dealbreaker.” A condition that prevents any agreement from being reached. Americans often signal their bottom line or ‘red lines’ clearly and early in negotiations.
Willy Loman
In Arthur Miller’s Death of a Salesman, the character Willy Loman exemplifies the American salesman archetype who negotiates constantly, whether it is selling products or negotiating his own worth.
Walk-Away Point
The American term Walk-Away Point conveys the concept of the moment one leaves the negotiation. It is culturally significant because decisiveness and clear boundaries are seen as signs of self-confidence.
“Call the shots”
“Call the shots.” To be in charge and make the decisions. This expression highlights the emphasis on authority and decision-making power in American negotiation dynamics.
“Throw in the towel”
“Throw in the towel.” To admit defeat or give up. It signifies a clear decision to exit a negotiation or concede – a pragmatic, straightforward approach typical in American negotiations.
“Back to square one”
“Back to square one.” To start over from the beginning. Americans value momentum, and having to restart a negotiation can be seen as a setback, prompting impatience or frustration.
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.’