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:
o His win-lose mindset o Threats in Trump's world o Trump's business bullying
His counterparts' views
Comparisons to masterful negotiations involving:
o 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
|Publisher:||Brisance Books Group LLC|
|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
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
What People are Saying About This
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 successand lack thereofin 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 servicecarefully 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 worksand 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 negotiationwhich should be every negotiatorwill 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