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.
movies
Leveraging power
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.
Cadillac, Knives, Fired
Glengarry Glen Ross provides a ruthless portrayal of American sales culture, where negotiation is framed as a winner-takes-all contest. In a memorable scene, Blake, a corporate sales trainer, announces a sales contest with brutal terms: first prize is a Cadillac, second prize is a set of steak knives, and third prize is termination. Blake employs coercion, threats, and financial incentives to motivate the sales team, demonstrating an aggressive, high-pressure negotiation style that prioritizes immediate results over long-term relationships.
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.
“Greed is good”
The movie Wall Street presents a quintessential depiction of high-stakes, aggressive American negotiation tactics through the character of Gordon Gekko. In a pivotal scene, Gekko confronts Bud Fox, instructing him on the art of the deal. Gekko uses assertive language, rapid decision-making, and financial incentives to manipulate Fox, emphasizing the mantra ‘Greed is good.’ The negotiation style is transactional, focused solely on maximizing personal gain without regard for ethical considerations.
High-stakes game
American cinema consistently depicts negotiation as a fast-paced, high-stakes game where power dynamics, assertiveness, and quick decision-making take precedence over structure or logic. Characters employ aggressive tactics, persuasive language, and strategic leverage to achieve their objectives, reflecting a culture that values winning, individual success, and the art of the deal.
Lola
In the German movie Run Lola Run, Lola, desperate to save her boyfriend, attempts to convince a casino banker to let her bet a large sum of money. She approaches the banker with a firm, almost mechanical tone, presenting her case logically and precisely.
The banker responds in a calm, methodical manner, adhering strictly to the casino’s rules and regulations. The interaction highlights the importance of procedure, clarity, and precision in German negotiations, where logical structure and adherence to rules override emotional appeals.
German movies
German movies often illustrate negotiation as a process defined by structure, order, and factual analysis. Characters in positions of power tend to focus on rule-based arguments, logical reasoning, and procedural adherence. Emotional appeals are secondary to procedural integrity and factual evidence, revealing the German preference for consistency, predictability, and methodical negotiation processes.
Zuckerberg
The Social Network (2010). Chronicling the creation of Facebook, this film shows Mark Zuckerberg’s shifting relationships and agreements with co-founders and early partners. The story is marked by frequent renegotiation, legal disputes, and Zuckerberg’s readiness to change or exit agreements as the business evolves, reflecting the American logic of flexibility and ongoing negotiation.
get a dog
Wall Street (1987). The film’s protagonist, Bud Fox, and corporate raider Gordon Gekko engage in a series of business deals where alliances are fluid, context is kept minimal, and loyalty is secondary to opportunity. The famous line, “If you need a friend, get a dog,” underscores the transactional, exit-ready mindset prevalent in American business culture.