The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates

by Martin E. Latz Esq.

Overview

Understand why Donald Trump's negotiations prevailed and failed. Learn from internationally recognized negotiation expert Marty Latz as he analyzes over 100 Trump negotiations and guides you through dozens of Trump's strategies, highlighting which to use and avoid. Trump's dealmaking past provides insight as to how he will negotiate with the rest of the world-and what it means for everyone's future.

Trump considers himself one of the world's best negotiators. But is he? Learn how he succeeded and failed in his 50 years of negotiating deals. Then evaluate his negotiations as president. Our safety rests on his skills.

Donald Trump has provided unprecedented transparency into his business negotiations. His counterparts have also not been shy (including in over 4,000 lawsuits). We know what he did. Trump Tower. Taj Mahal. The Apprentice. President Trump has also now negotiated with Congress and the world. Does this require different strategies?

Find out how to use his effective strategies-and avoid his counterproductive ones. That one new tactic you gain may make the difference between walking away a winner and leaving empty-handed.

Learn the Reality of Trump's Negotiations through:
Over 100 Trump negotiations - plus many more strategies
Trump's Top Ten Business Negotiation Strategies, including:
• His win-lose mindset o Threats in Trump's world o Trump's business bullying
His counterparts' views
Comparisons to masterful negotiations involving:
• James Madison o John F. Kennedy o Lyndon B. Johnson o Ronald Reagan o George H.W. Bush
Expert analysis of his negotiations with o Mexican President Enrique Peña Nieto about the border wall o Congress to repeal and replace Obamacare

Product Details

ISBN-13:	9781944194475
Publisher:	Brisance Books Group LLC
Publication date:	08/14/2018
Pages:	352
Product dimensions:	6.10(w) x 9.00(h) x 1.40(d)

About the Author

MARTIN E. LATZ is the founder of Latz Negotiation, an internationally recognized negotiation expert, and author of Gain the Edge! Negotiating to Get What You Want. Latz has taught more than 100,000 lawyers and business professionals around the world to more effectively negotiate, including in many Fortune 100 companies and the world's largest law firms. A Harvard Law honors graduate, Latz also founded an e-learning negotiation software company, served as an adjunct professor at Arizona State University College of Law, and regularly consults on negotiations involving the sale of private businesses. He was also a Teaching Fellow at Harvard's Kennedy School of Government, where one of his students was former President Barack Obama.

He and his wife and two kids live in Scottsdale, Arizona.

Table of Contents

Introduction xi

Part 1 Trump's Top Ten Business Negotiation Strategies

Chapter 1 An Instinctive Win-Lose Mindset 5

Chapter 2 Setting the Bar High: Super Aggressive Expectations 23

Chapter 3 The King of Hyperbole: Exaggerate! 37

Chapter 4 Targeting True Motivations: Using Carrots to Close Deals 45

Chapter 5 The Art of the Bluff: When He Holds… and When He Folds 59

Chapter 6 Threats and Leverage: Real or Fake? 69

Chapter 7 Business Bullying 87

Chapter 8 Helpful Standards Only Need Apply 115

Chapter 9 Outrageous Moves and Countermoves 149

Chapter 10 A Towering Home-Field Agenda 175

Part 2 Trumps Personal Skills and Ethics

Chapter 11 Grading His Personal Negotiation Skills: As, Bs, or …? 209

Chapter 12 Ethics and "Alternative Facts" 225

Part 3 The Trump Transition-Business to Presidential Negotiations

Chapter 13 Business v. Presidential Negotiations: Comparing the Boardroom and the Oval Office 261

Chapter 14 The U.S.-Mexican Border Negotiation 297

Chapter 15 The "Repeal-and-Replace Obamacare" Negotiation 311

Conclusion 349

What People are Saying About This

From the Publisher

Praise for The Real Trump Deal
“Donald Trump’s entire persona is wrapped up in his belief that he is the best negotiator ever. Whether or not he wrote any part of The Art of the Deal, it has become his personal bible of negotiation. What kind of a negotiator is
Trump? How much of the puffery is real, and how much is fake? How does his success—and lack thereof—in the business world translate into negotiating skill and power in the White House? These questions are answered powerfully and systematically in this readable and cogent book.”
— Norman J. Ornstein, Resident Scholar, American Enterprise Institute
Co-Author of The New York Times Bestseller One Nation After Trump

“With this book, Marty Latz has done us an intensely valuable service—carefully sifting through and assessing all the claims, hoopla, and evidence surrounding
Donald Trump’s talent for negotiation. The result is shockingly instructive.”
— Robert Cialdini, Author of The New York Times bestsellers
Pre-Suasion and Influence: Science and Practice

“Donald Trump’s negotiation skills have been on public display for 50 years.
How good are they? Longtime negotiation expert Marty Latz compares Trump’s negotiations to the research on what works—and what doesn’t. Everyone can learn from this astute book filled with specific examples, fascinating stories, and key insights.”
— Prof. Andrea Schneider, Director, Marquette University Law School’s
Nationally Ranked Dispute Resolution Program

“Success in business and life often depends on your effectiveness as a negotiator.
Using Trump’s 100+ business deals as ‘learning lessons’—good and bad—
renowned negotiation expert Marty Latz here provides practical advice you can use every day to achieve better results.”
— Marshall Goldsmith, International bestselling author or editor of 35 books including What Got You Here Won’t Get You There and Triggers

“Donald Trump considers himself one of the world’s best negotiators. Is he?
Marty Latz’s expert eye-opening analysis of Trump’s 50-year negotiation history answers this question. Every student of negotiation—which should be every negotiator—will learn from this important contribution to our understanding of the most impactful negotiator alive today!”
— Dr. Roy J. Lewicki, Professor, Fisher College of Business, The Ohio State University and author or editor of over 35 negotiation-related books,
including the world’s bestselling textbook on negotiation

Editorial Reviews

12/17/2018

Making deals is “part of ’s DNA,” argues Latz, founder of the training company Latz Negotiation, in this well-informed but questionably timed study. Latz, who has studied and taught negotiation skills for over 20 years, begins with Trump’s business deals, from the Apprentice contract to multiple hotel and casino negotiations and purchases. Throughout, Latz includes helpful end-of-chapter assessments of Trump’s success in various cases, which differ widely. Certainly, Latz acknowledges, Trump exudes self-confidence—or is that arrogance? Latz invites readers to be the judge. In addition to the now-famous “alternative” facts, Latz describes how Trump employs “truthful hyperbole,” and how his bluffing impacts his credibility. The book is at its most intriguing when covering the key differences between business and presidential negotiations, offering as two familiar examples of the latter the U.S.-Mexico border negotiations and the Affordable Care Act repeal, and asking whether Trump successfully altered his usual business strategies in these cases. Although Latz has clearly done his homework, his book loses some of its persuasiveness for arriving before the president’s term is over and the lasting effects of his negotiations as chief executive are known. (Aug.)

Publishers Weekly