Comfort Level
Americans have a high comfort level when negotiating over price. They consider it to be a sign of assertiveness, resourcefulness, and business acumen. Patterns
Price
Americans do not believe that there is such a thing as an objective price. They believe that market forces should determine price. And that means negotiation. Patterns
Firm vs. Flexible
Americans consider every agreement as renegotiable. Everything is in flux. Parameters change. Contractual parties are always free to renegotiate. Patterns
Balance vs. Imbalance
Americans have high tolerance for imbalanced negotiated outcomes. It is perfectly legitimate for each party to strive for advantage. Patterns
Impersonal vs. Personal
Americans do not separate the personal from the professional. Business is always personal. It is both legitimate and effective to appeal to emotions when negotiating. Patterns
Thorough vs. Fast
Because Americans do not think, plan, and negotiate long-term, speed is always preferred over thoroughness. Hastily negotiated agreements can be improved. Patterns
Solution vs. Deal
For Americans striking a deal is a solution: quick, pragmatic, goal-oriented. In fact, in the U.S. context deal-making is considered to be a valuable business skill. Patterns