Trump-Style Negotiation
Powerful Strategies and Tactics for Mastering Every Deal
Published on 8. February 2008
Book
Paperback/Softback
288 pages
978-0-470-22529-5 (ISBN)
Description
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.
"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.
More details
Edition
1. Auflage
Language
English
Place of publication
Chichester
United Kingdom
Publishing group
John Wiley and Sons Ltd
Target group
Professional and scholarly
Dimensions
Height: 23 cm
Width: 15.1 cm
Thickness: 1.9 cm
Weight
335 gr
ISBN-13
978-0-470-22529-5 (9780470225295)
Schweitzer Classification
Other editions
Additional editions
Book
09/2006
Wiley
€21.90
Article exhausted; check different version
Person
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.
Content
Foreword (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 Pace 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 Though Strategies...and When to Use Them.
Chapter 13. Dos and Don'ts 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 DeaI Ever Negotiated.
Chapter 17. Six Tactics for Increasing Your Power in a Negotiation.
Index.
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 Pace 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 Though Strategies...and When to Use Them.
Chapter 13. Dos and Don'ts 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 DeaI Ever Negotiated.
Chapter 17. Six Tactics for Increasing Your Power in a Negotiation.
Index.