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

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

by George H. Ross
     
 

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"Over the past thirty years of working with Donald Trump, I've come to learn the key element in his business style: He is a genius at establishing a relationship with the other party. He understands the human element. My role has been to negotiate the transaction; that's my forte. It's Trump's vision, but I handled the details. This has

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Overview

"Over the past thirty years of working with Donald Trump, I've come to learn the key element in his business style: He is a genius at establishing a relationship with the other party. He understands the human element. My role has been to negotiate the transaction; that's my forte. It's Trump's vision, but I handled the details. This has worked well for us. Although costarring on The Apprentice is what I am now best known for, this was the culmination of many years' working with Donald, as advisor, negotiator, and attorney. I have been able to watch him in action as he structured and completed major transactions, and I helped him negotiate many of the biggest real estate deals imaginable … "
–from the Introduction

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.

In one ten-year period alone, Ross personally negotiated and bought 702 properties for his clients. When you do this many deals, you learn just about every negotiation trick in the book, and you learn to predict how people are likely to react in every imaginable negotiating situation. Trump-Style Negotiation will help you improve the results you get from any kind of deal – buying a car, getting a raise from your boss, buying or selling a small investment property, or financing a skyscraper.

It starts with learning the eight keys to Trump's negotiating style:

  • Build trust, friendship, and satisfaction with the other side
  • Discover what the other side wants, determine his/her weaknesses, and uncover valuable hidden information
  • Convince the other side they're getting more than they expected
  • Use timing, deadlines, deadlocks, and delays to your advantage
  • Employ psychological negotiating 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

Negotiation is about understanding human nature—and using that understanding to motivate people to embrace your ideas. Trump-Style Negotiation will show you how to effectively negotiate all types of business and personal deals in an easy-to-follow, easy-to-understand way. Start dealing now—and succeed in Trump style.

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Editorial Reviews

From the Publisher
“This is a fascinating and enjoyable book and useful for everyone…” (Personal Success, April 2007)

‘I enjoyed the book immensely…experience shines through in a highly recommended book.’ (Edge, May 2007)

 

Product Details

ISBN-13:
9780470045862
Publisher:
Wiley
Publication date:
09/22/2006
Pages:
288
Sales rank:
755,156
Product dimensions:
9.16(w) x 10.62(h) x 1.01(d)

Meet the Author

GEORGE H. ROSS is costar of the hit TV show The Apprentice, and Executive Vice President and Senior Counsel for the Trump Organization. Previously, he was a real estate attorney, private investor, and senior partner at a major law firm. He has served as business advisor, legal counsel, and negotiator for the leading real estate owners and developers in New York City for fifty years. On the side, he cofounded a radio station business that he sold for millions of dollars. He teaches negotiation at NYU's School of Professional Studies and Continuing Education and is also the author of the bestseller Trump Strategies for Real Estate, from Wiley.

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