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

Ross, George H.

Softcover

ISBN 10: 0470225297 ISBN 13: 9780470225295

Publisher: John Wiley & Sons Inc, 2008

Synopsis

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.

About this title

From the Inside Flap

"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.

From the Back Cover

Trump-Style Negotiation

"Offers insight into Donald J. Trump's big-thinking negotiation style, which leaves the contract details to his trusted advisor, George Ross . . . This well-written book reveals negotiation tactics not found elsewhere, illustrated with many actual examples from Trump acquisitions."
—ROBERT BRUSS, syndicated columnist

For thirty years, George Ross has helped negotiate many of Donald Trump's biggest and most profitable deals, including Trump Tower, the GM Building, 40 Wall Street, and the Chrysler Building. In Trump-Style Negotiation, Ross lays out the strategies behind his most critical negotiations for Donald Trump and other real estate moguls:

• Build trust, friendship, and satisfaction with the other side

• Discover what the other side wants, determine their weaknesses, and uncover valuable information

• Convince the other side they're getting more than they expected

• Use timing, deadlines, deadlocks, and delays to your advantage

• Employ psychological negotiation 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

Trump-Style Negotiation is full of rules, principles, tips, and tactics you can apply to your own negotiations in business and in life. Written by the ultimate insider, this is the book for anyone who understands that good negotiating is the difference between success and failure.

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 2008
• ISBN 10: 0470225297
• ISBN 13: 9780470225295
• Binding: Paperback
• Language: English
• Edition number: 1
• Number of pages: 268