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.
comfort level
Gordon Gekko
In the classic film Wall Street (1987), Gordon Gekko’s character embodies the American negotiating ethos with the infamous phrase ‘Greed is good.’ His approach to business is unapologetically transactional, with aggressive negotiation tactics depicted as a sign of strength and success. Similarly, in ‘The Godfather’ (1972), Don Vito Corleone’s strategic deal-making showcases the cultural expectation of negotiating for the best possible outcome, regardless of the moral implications.
Don Corleone
In The Godfather (1972), Don Vito Corleone’s strategic deal-making showcases the cultural expectation of negotiating for the best possible outcome, regardless of the moral implications.
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.
Harvey Specter
In Suits, Harvey Specter is portrayed as a ruthless negotiator, leveraging every possible advantage to secure the best deal for his clients.
Comfort Level
The Germans have a low comfort level when negotiating over price. They consider it to be inappropriate, unnecessary, even distasteful.
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.’
“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.
Buddenbrooks
In Thomas Mann’s novel Buddenbrooks, the titular family, representing the German bourgeoisie, conducts business with a strict emphasis on maintaining dignity and decorum. Negotiating prices is depicted as undignified and beneath the family’s status, reflecting a broader cultural aversion to haggling in professional settings.