Breaking Bad (2008-2013) offers a darker portrayal of negotiation in a scene where Walter White negotiates with drug kingpin Gus Fring. White, who is initially outmatched, uses his knowledge of chemistry and the production process to assert leverage, ultimately positioning himself as an indispensable asset. The negotiation is tense, direct, and transactional, emphasizing the American focus on maximizing personal gain, even at the risk of escalating conflict.
television
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.
cutthroat
In Suits (2011-2019), Harvey Specter, a top corporate lawyer, is known for his aggressive, cutthroat negotiation style. In one pivotal scene, Specter negotiates with a rival firm over a multi-million-dollar settlement. He uses intimidation, strategic leverage, and quick thinking to pressure the opposing lawyer into accepting unfavorable terms. Specter’s negotiation style is unapologetically assertive, framing the interaction as a zero-sum game where only one party can emerge victorious.
as circumstances change
Suits. This legal drama centers on contract negotiations, mergers, and business deals. Characters are in constant communication, often renegotiating or exiting agreements as circumstances change. The show highlights how American business culture values strategic flexibility and clear, actionable terms over deep contextual or relational commitments.
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.
Harvey Specter
In Suits, Harvey Specter is portrayed as a ruthless negotiator, leveraging every possible advantage to secure the best deal for his clients.
personal influence
In Mad Men (2007-15), Don Draper exemplifies the American negotiation style in a scene where he attempts to secure a lucrative account with Heinz. Draper employs charm, confidence, and assertive language to pitch a new advertising campaign, positioning himself as the creative visionary Heinz needs. The scene is a masterclass in using personal influence and persuasive rhetoric to win over skeptical clients. Draper’s negotiation tactic is less about structure and more about emotional appeal, aligning with the American focus on persuasion and charisma.
calculated and data-driven
Bad Banks (2018-20), a German financial thriller, presents a high-stakes negotiation between banking executives and international investors. Jana Liekam, a young investment banker, negotiates a complex deal involving risky financial products. The scene emphasizes methodical preparation, precise language, and a meticulous breakdown of financial projections. Jana’s approach is calculated and data-driven, reflecting the German emphasis on structure, order, and factual evidence in negotiations.
Stasi officer
Weissensee, set in East Berlin during the 1980s, features a tense negotiation between a Stasi officer and a political dissident. The officer maintains a calm, measured tone, systematically presenting the dissident with evidence of alleged crimes. The negotiation is structured like a formal interrogation, with the officer adhering strictly to protocol and emphasizing the consequences of non-compliance. The scene illustrates the German tendency to prioritize structure, logical consistency, and procedural adherence.