Trump-style negotiations : powerful strategies and tactics for mastering every deal

"Ever since he wrote The Art of the Deal, Trump has been the world's most famous negotiator--even though he didn't reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner."--Publisher's website TRUMP-STYLE NEGOTIATION: Powerful Strategies and Tactics for Mastering Every Deal......Page 6 CONTENTS......Page 10 FOREWORD......Page 14 INTRODUCTION......Page 16 WHAT IS TRUMP-STYLE NEGOTIATION?......Page 17 MY EDUCATION IN THE ART OF NEGOTIATION......Page 18 THE ORIGIN OF THIS BOOK......Page 21 CHAPTER 1: WHAT IS NEGOTIATION...REALLY?......Page 24 THE RULES OF NEGOTIATION......Page 26 NEGOTIATION IS PART OF LIFE......Page 27 DEFINING NEGOTIATION......Page 28 WHAT NEGOTIATION IS NOT......Page 33 SEVEN GOALS TO HELP YOU SUCCEED IN ANY NEGOTIATION......Page 35 CONCLUSION......Page 38 PART I: KEYS TO NEGOTIATING LIKE DONALD TRUMP......Page 40 CHAPTER 2: HONE YOUR PERSONALITY......Page 42 THE GOALS OF ANY NEGOTIATION: TRUST, RAPPORT, AND SATISFACTION......Page 44 EIGHT TIPS FOR BUILDING TRUST, RAPPORT, AND SATISFACTION......Page 49 NO ONE EVER ASKS FOR A POUND OF FRIENDSHIP OR A BUCKET OF INTEGRITY BUT THEY WILL PAY YOU FOR IT IF YOU DELIVER IT......Page 53 BE A CHAMELEON—ADAPT YOUR NEGOTIATING STYLE TO THE NEGOTIATING ENVIRONMENT......Page 55 CHAPTER 3: PROBE TO LEARN WHAT THE OTHER SIDE WANTS, FLUSH OUT WEAKNESSES, AND UNCOVER IMPORTANT INFORMATION......Page 58 A FUNDAMENTAL RULE: DON’T ACCEPT ANYTHING AT FACE VALUE......Page 59 FEARS AND WISHES INFLUENCE PERCEPTION ON BOTH SIDES......Page 61 IT’S WRONG TO ASSUME THAT THE OTHER SIDE KNOWS WHAT YOU KNOW......Page 62 BEWARE OF THE AURA OF LEGITIMACY......Page 63 IDENTIFY THE KEY PEOPLE INVOLVED IN THE NEGOTIATION......Page 65 THREE THINGS YOU MUST LEARN ABOUT THE OTHER SIDE......Page 67 UNCOVER HIDDEN WEAKNESSES AND INFORMATION......Page 68 EXPLOITING WEAKNESS......Page 70 TWO COMMON WEAKNESSES......Page 71 CHAPTER 4: BE A MASTER SALESMAN......Page 74 ENTHUSIASM INSPIRES OTHER PEOPLE......Page 78 IF YOU BUILD RELATIONSHIPS WITH OTHER PEOPLE, IT MAKES THE DEAL WORK......Page 79 SHOWMANSHIP SELLS YOUR IDEAS......Page 81 GOOD PREPARATION ULTIMATELY WINS THE DEAL......Page 82 ZIFF’S PRINCIPLE OF LEAST EFFORT......Page 83 YOU MUST HAVE TENACITY TO SUCCEED......Page 86 CHAPTER 5: CONTROL THE PACE OF THE NEGOTIATION......Page 88 CONTROL THE PACE......Page 90 THREE EASY WAYS TO CONTROL THE PACE OF A NEGOTIATION......Page 92 DEADLINES......Page 93 A VALUABLE NEGOTIATION TOOL: YOUR CRITICAL PATH......Page 96 PLANNING A NEGOTIATION......Page 98 USE PARALLEL NEGOTIATING TRACKS......Page 99 USE DEADLOCKS TO YOUR ADVANTAGE......Page 100 CHAPTER 6: HARNESS THE POWER OF HUMAN NATURE......Page 106 PSYCHOLOGY OF NEGOTIATING......Page 109 OPERATE ON ZIFF’S PRINCIPLE OF LEAST EFFORT......Page 115 CHAPTER 7: INFORMATION IS POWER......Page 124 APPARENT KNOWLEDGE......Page 132 CHAPTER 8: KEEP MULTIPLE SOLUTIONS IN MIND......Page 138 DEFINE THE BOTTOM LINE IN ITS VARIOUS ASPECTS......Page 142 CONSIDER LONG-TERM BENEFITS VERSUS SHORT-TERM NEGATIVES......Page 144 USE FLEXIBILITY AS A STRATEGIC TOOL......Page 145 BOTTOM-LINE DEFINITIONS......Page 147 EXPLOITING SHORT-TERM FINANCIAL THINKING IN OTHERS......Page 148 CHAPTER 9: WIN THROUGH DISCIPLINE......Page 152 HOW TO PREPARE......Page 155 YOUR MOST POWERFUL TOOL: A DEAL BOOK......Page 158 REVIEW EVERY NEGOTIATION IMMEDIATELY AFTERWARD......Page 167 PART II: STRATEGIES FOR SPECIAL SITUATIONS......Page 172 CHAPTER 10: POWER NEGOTIATING TACTICS AND COUNTERMEASURES......Page 174 THE CRUNCH: “YOU’VE GOT TO DO BETTER THAN THAT”......Page 177 "THAT'S ALL I CAN DO"......Page 179 NIBBLING......Page 181 THE CHANGE OF PACE......Page 182 “TAKE IT OR LEAVE IT”......Page 184 FORCED REVISIONS......Page 185 CHAPTER 11: NEGOTIATING WITH DIFFICULT PEOPLE......Page 190 IVAN THE INTIMIDATOR......Page 191 KNOW-IT-ALL CHARLIE......Page 197 CHAPTER 12: GET TOUGH STRATEGIES...AND WHEN TO USE THEM......Page 206 WHAT YOU SHOULD DO WHEN YOU DECIDE TO USE THE GET-TOUGH STRATEGY......Page 208 CHAPTER 13: DOS AND DON’TS OF SKILLED NEGOTIATORS......Page 218 DO TRUST YOUR OWN INSTINCTS......Page 220 DO ADOPT YOUR OWN STYLE OF NEGOTIATING......Page 223 DON’T TALK ABOUT YOUR WEAKNESSES......Page 224 DO COACH YOUR ADVISORS TO SAY AS LITTLE AS POSSIBLE......Page 225 DON’T BELIEVE IN THE “BOGEY” THEORY......Page 226 DON’T USE ALL THE POWER YOU POSSESS......Page 228 DON’T FORGET THAT THERE’S NO RIGHT PRICE FOR THE WRONG ITEM......Page 229 DO SET HIGHER GOALS WITHIN REALISTIC LIMITS......Page 230 CHAPTER 14: TELEPHONE AND E-MAIL NEGOTIATION TIPS......Page 232 GOOD AND BAD ASPECTS OF THE TELEPHONE......Page 234 SOME TELEPHONE TRAPS......Page 235 LEARNING TO MASTER THE TELEPHONE......Page 240 E-MAIL RULES OF THUMB......Page 245 CHAPTER 15: WHEN TO USE NONBINDING LETTERS OF INTENT OR MEMORANDA OF UNDERSTANDING......Page 248 THE VALUE OF A NONBINDING LETTER OF INTENT OR MEMORANDUM OF UNDERSTANDING......Page 251 WHO CONTROLS THE DOCUMENT?......Page 253 A GUIDE FOR THE LEGAL DOCUMENTS......Page 254 CREATES A MORAL COMMITMENT AND ADDS TO TIME INVESTED......Page 255 CHAPTER 16: THE MOST INTRICATE DEAL I EVER NEGOTIATED......Page 258 ACT 1......Page 259 ACT 2......Page 265 FINAL ACT......Page 269 CHAPTER 17: SIX TACTICS FOR INCREASING YOUR POWER IN A NEGOTIATION......Page 276 INDEX......Page 284

Trump-Style Negotiation

Offers insight into Donald J. Trump's big-thinking negotiation style, which leaves the contract details to his trusted advisor, George Ross . . . This well-written book reveals negotiation tactics not found elsewhere, illustrated with many actual examples from Trump acquisitions.

—ROBERT BRUSS, syndicated columnist

For thirty years, George Ross has helped negotiate many of Donald Trump's biggest and most profitable deals, including Trump Tower, the GM Building, 40 Wall Street, and the Chrysler Building. In Trump-Style Negotiation, Ross lays out the strategies behind his most critical negotiations for Donald Trump and other real estate moguls:

• Build trust, friendship, and satisfaction with the other side
• Discover what the other side wants, determine their weaknesses, and uncover valuable information
• Convince the other side they're getting more than they expected
• Use timing, deadlines, deadlocks, and delays to your advantage
• Employ psychological negotiation tactics
• Become an expert on the topic you're negotiating
• Be flexible and consider multiple solutions to every impasse
• Tap into powerful planning and organizational tools to help you win

Trump-Style Negotiation is full of rules, principles, tips, and tactics you can apply to your own negotiations in business and in life. Written by the ultimate insider, this is the book for anyone who understands that good negotiating is the difference between success and failure.

"Donald Trump became the world's most famous negotiator with the publication of his million-copy bestseller, The Art of the Deal, but that book didn't explain how to negotiate like Trump. Now, George Ross - Trump's most trusted advisor and costar of The Apprentice - explains in detail how anyone can implement the negotiation tactics and strategies that took Trump to the top of the business world. In addition, Ross includes lessons learned from other top New York real estate moguls he represented - or sat across the table from - during his fifty-year career."--BOOK JACKET Winning negotiation strategies from Donald Trump's right-hand manEver since he wrote The Art of the Deal, Trump has been the world's most famous negotiator-even though he didn't reveal his deal-making secrets. Now, in Trump-Style Negotiation, George Ross explains the tactics that took Trump to the top and how anyone can use those same tactics and strategies to get ahead in business