Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

George H. Ross

Language: English

Pages: 288

ISBN: 0470045868

Format: PDF / Kindle (mobi) / ePub

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.

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German owner, a multimillionaire named Walter Hinneberg, would welcome the chance to escape the management headaches of operating a 90 percent vacant office building in New York City. Trump wanted to persuade him that he would be a good tenant who would enhance the value of the property, by undertaking a major renovation and restoring the building to its past grandeur. So Trump prepared numerous pictures and plans to demonstrate how he intended to turn the building into a showcase that would make

advantage not to be totally truthful. This realization became a guiding principle in all of my negotiations: Always be nice, but stay skeptical. Forget what they tell me. Forget what they write me. What they are really trying to do is to get the numbers they want in a deal. Some people will say anything if they think it will convince you. To become a skilled negotiator, you have to examine a transaction closely, listen intently to the other side, and see whether or not the words you hear match

a strategy, always smile and be pleasant as you do it. Just tell the other side that you just can’t do what they request. This leaves an opening to save face if you want to come back later and change your position. For example, you deadlock a deal because you think you can get a better deal from someone else. If you find out later that the first deal offered was the best you could find, you want to be able to go back and reopen negotiations with the first party. Never burn your bridges by saying

represented two of New York’s biggest real estate investors, Sol Goldman and Alex DiLorenzo Jr. In late September, they had purchased from William Zeckendorf Sr. an operating lease covering the Graybar Building—a large 30-story office building across from Grand Central Terminal. Bill Zeckendorf was the head of Webb & Knapp—a public company that was a major developer and owner of extensive and diverse real estate interests. My clients purchased the operating lease for $4 million and physically

outlived its usefulness. Most negotiations like the one I’ve outlined involve numerous discussion points—price, financing terms, delivery dates, extras that might be included, warranties, who pays extra costs, and so on—and each one of these points might be improved by using the crunch. Suppose the dealer agrees to give you free service up to 5,000 miles. “You’ve got to do better than that” can be used again. The crunch is a way of nudging the other side to work harder to find a deal that you are

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