Secrets of Power Negotiating, 15th Anniversary Edition

Chapter 46

Negotiating Characteristics of Americans

Let’s first look at the characteristics of the typical American who negotiates with non-Americans, and then, in the following chapter, we’ll look at the characteristics of foreign negotiators.

Americans Tend to Be Very Direct in Our Communications

We use idiomatic expressions such as “What’s your bottom line?” or “How much profit would you make at that figure?” Or, we try to shift the emphasis of the negotiations by saying, “Let’s lay our cards on the table,” or “Let’s wrap this one up tonight.” We “tell it like it is,” “shoot from the hip,” and try to “hit the nail on the head.” We seldom “beat around the bush.” Although I recommend this kind of directness when negotiating with other Americans ...