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

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More About This Book

Overview

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.

Product Details

  • ISBN-13: 9780470045862
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 9/22/2006
  • Edition number: 1
  • Pages: 288
  • Sales rank: 854,967
  • Product dimensions: 9.16 (w) x 10.62 (h) x 1.01 (d)

Meet the Author

George H. Ross is Executive Vice President and Senior Counsel for the Trump Organization and was costar of the hit TV show The Apprentice. He teaches negotiation at NYU's School of Professional Studies and Continuing Education and authored the bestseller Trump Strategies for Real Estate.

Table of Contents

Foreword by Donald J. Trump.

Introduction: How I Became Donald Trump's Negotiator.

Chapter 1: What Is Negotiation...Really?

PART I: KEYS TO NEGOTIATING LIKE DONALD TRUMP.

Chapter 2: Hone Your Personality: Build Trust, Friendship, and Satisfaction with the Other Side.

Chapter 3: Probe to Learn What the Other Side Wants, Flush Out Weaknesses, and Uncover Important Information.

Chapter 4: Be a Master Salesman: Create Bold Solutions to Problems and Convince the Other Side They're Getting More Than They Ever Expected.

Chapter 5: Control the Place of the Negotiation: Use Timing, Deadlines, Delays, and Deadlocks to Your Advantage.

Chapter 6: Harness the Power of Human Nature: Psychological Negotiating Tactics.

Chapter 7: Information is Power: Become the Expert on the Topic You're Negotiating.

Chapter 8: Keep Multiple Solutions in Mind: Remain Flexible and Creative About What You Need and Want.

Chapter 9: Win Through Discipline: The Deal Book, We-They List, Post Checklist, and Other Powerful Planning Tools.

PART II: STRATEGIES FOR SPECIAL SITUATIONS.

Chapter 10: Power Negotiating Tactics and Countermeasures.

Chapter 11: Negotiating with Difficult People.

Chapter 12: Get Tough Strategies...and When to Use Them.

Chapter 13: Dos and Dont's of Skilled Negotiators.

Chapter 14: Telephone and E-Mail Negotiation Tips.

Chapter 15: When to Use Nonbinding Letters of Intent or Memoranda of Understanding.

Chapter 16: The Most Intricate Deal I Ever Negotiated.

Chapter 17: Six Tactics for Iincreasing Your Power in a Negotiation.

Index.

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  • Anonymous

    Posted March 1, 2007

    a reviewer

    Real estate lawyer and veteran negotiator George Ross proves that when someone with 50 years of experience writes a book, it has the potential to be essential reading. He is perhaps best known for being Donald Trump's subdued partner on The Apprentice television show, but Ross worked with Manhattan's most competitive real-estate moguls, at one time making a deal per week. His real-estate stories make for good reading. He provides less detail about his more recent work with Trump, but uses even those stories to drive home his points. We recommend this book to both experienced negotiators and novices who want to learn tactics they can use in transactions from buying cars and real estate to improving their interpersonal relationships.

    1 out of 1 people found this review helpful.

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