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

by Ross, George H.

• ISBN13: 9780470045862
• ISBN10: 0470045868
• Format: Hardcover
• Copyright: 2006-09-22
• Publisher: Wiley

Summary

Winning negotiation strategies from Donald Trump's right-hand man 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 deal-making secrets. Now, in Trump-Style Negotiation, George Ross explains the tactics that took Trump to the top and how anyone can use those same tactics and strategies to get ahead in business. This is not a book of stories about negotiations, but an actual, practical playbook that readers can use every day-at work and in their personal lives. Based on years of experience and true business wisdom, this is the ultimate book for anyone who wants to negotiate like a proven winner. George H. Ross (New York, NY) is Executive Vice President and Senior Counsel for the Trump Organization as well as costar of The Apprentice. He is the long time business and legal advisor to Donald Trump and the author of the bestselling Wiley title Trump Strategies for Real Estate (0-471-77434-0).

Table of Contents

Foreword

Introduction: How I Became Donald Trump's Negotiator

What Is Negotiation...Really?

Keys to Negotiating Like Donald Trump

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

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

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

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

Harness the Power of Human Nature: Psychological Negotiating Tactics

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

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

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

Strategies for Special Situations

Power Negotiating Tactics and Countermeasures

Negotiating with Difficult People

Get Tough Strategies...and When to Use Them

Dos and Dont's of Skilled Negotiators

Telephone and E-Mail Negotiation Tips

When to Use Nonbinding Letters of Intent or Memoranda of Understanding

The Most Intricate Deal I Ever Negotiated

Six Tactics for Iincreasing Your Power in a Negotiation

Index

Table of Contents provided by Publisher. All Rights Reserved.