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

TRUMP-STYLE NEGOTIATION: Powerful Strategies and Tactics for Mastering Every Deal......Page 6
CONTENTS......Page 10
FOREWORD......Page 14
INTRODUCTION......Page 16
WHAT IS TRUMP-STYLE NEGOTIATION?......Page 17
MY EDUCATION IN THE ART OF NEGOTIATION......Page 18
THE ORIGIN OF THIS BOOK......Page 21
CHAPTER 1: WHAT IS NEGOTIATION...REALLY?......Page 24
THE RULES OF NEGOTIATION......Page 26
NEGOTIATION IS PART OF LIFE......Page 27
DEFINING NEGOTIATION......Page 28
WHAT NEGOTIATION IS NOT......Page 33
SEVEN GOALS TO HELP YOU SUCCEED IN ANY NEGOTIATION......Page 35
CONCLUSION......Page 38
PART I: KEYS TO NEGOTIATING LIKE DONALD TRUMP......Page 40
CHAPTER 2: HONE YOUR PERSONALITY......Page 42
THE GOALS OF ANY NEGOTIATION: TRUST, RAPPORT, AND SATISFACTION......Page 44
EIGHT TIPS FOR BUILDING TRUST, RAPPORT, AND SATISFACTION......Page 49
NO ONE EVER ASKS FOR A POUND OF FRIENDSHIP OR A BUCKET OF INTEGRITY BUT THEY WILL PAY YOU FOR IT IF YOU DELIVER IT......Page 53
BE A CHAMELEON—ADAPT YOUR NEGOTIATING STYLE TO THE NEGOTIATING ENVIRONMENT......Page 55
CHAPTER 3: PROBE TO LEARN WHAT THE OTHER SIDE WANTS, FLUSH OUT WEAKNESSES, AND UNCOVER IMPORTANT INFORMATION......Page 58
A FUNDAMENTAL RULE: DON’T ACCEPT ANYTHING AT FACE VALUE......Page 59
FEARS AND WISHES INFLUENCE PERCEPTION ON BOTH SIDES......Page 61
IT’S WRONG TO ASSUME THAT THE OTHER SIDE KNOWS WHAT YOU KNOW......Page 62
BEWARE OF THE AURA OF LEGITIMACY......Page 63
IDENTIFY THE KEY PEOPLE INVOLVED IN THE NEGOTIATION......Page 65
THREE THINGS YOU MUST LEARN ABOUT THE OTHER SIDE......Page 67
UNCOVER HIDDEN WEAKNESSES AND INFORMATION......Page 68
EXPLOITING WEAKNESS......Page 70
TWO COMMON WEAKNESSES......Page 71
CHAPTER 4: BE A MASTER SALESMAN......Page 74
ENTHUSIASM INSPIRES OTHER PEOPLE......Page 78
IF YOU BUILD RELATIONSHIPS WITH OTHER PEOPLE, IT MAKES THE DEAL WORK......Page 79
SHOWMANSHIP SELLS YOUR IDEAS......Page 81
GOOD PREPARATION ULTIMATELY WINS THE DEAL......Page 82
ZIFF’S PRINCIPLE OF LEAST EFFORT......Page 83
YOU MUST HAVE TENACITY TO SUCCEED......Page 86
CHAPTER 5: CONTROL THE PACE OF THE NEGOTIATION......Page 88
CONTROL THE PACE......Page 90
THREE EASY WAYS TO CONTROL THE PACE OF A NEGOTIATION......Page 92
DEADLINES......Page 93
A VALUABLE NEGOTIATION TOOL: YOUR CRITICAL PATH......Page 96
PLANNING A NEGOTIATION......Page 98
USE PARALLEL NEGOTIATING TRACKS......Page 99
USE DEADLOCKS TO YOUR ADVANTAGE......Page 100
CHAPTER 6: HARNESS THE POWER OF HUMAN NATURE......Page 106
PSYCHOLOGY OF NEGOTIATING......Page 109
OPERATE ON ZIFF’S PRINCIPLE OF LEAST EFFORT......Page 115
CHAPTER 7: INFORMATION IS POWER......Page 124
APPARENT KNOWLEDGE......Page 132
CHAPTER 8: KEEP MULTIPLE SOLUTIONS IN MIND......Page 138
DEFINE THE BOTTOM LINE IN ITS VARIOUS ASPECTS......Page 142
CONSIDER LONG-TERM BENEFITS VERSUS SHORT-TERM NEGATIVES......Page 144
USE FLEXIBILITY AS A STRATEGIC TOOL......Page 145
BOTTOM-LINE DEFINITIONS......Page 147
EXPLOITING SHORT-TERM FINANCIAL THINKING IN OTHERS......Page 148
CHAPTER 9: WIN THROUGH DISCIPLINE......Page 152
HOW TO PREPARE......Page 155
YOUR MOST POWERFUL TOOL: A DEAL BOOK......Page 158
REVIEW EVERY NEGOTIATION IMMEDIATELY AFTERWARD......Page 167
PART II: STRATEGIES FOR SPECIAL SITUATIONS......Page 172
CHAPTER 10: POWER NEGOTIATING TACTICS AND COUNTERMEASURES......Page 174
THE CRUNCH: “YOU’VE GOT TO DO BETTER THAN THAT”......Page 177
"THAT'S ALL I CAN DO"......Page 179
NIBBLING......Page 181
THE CHANGE OF PACE......Page 182
“TAKE IT OR LEAVE IT”......Page 184
FORCED REVISIONS......Page 185
CHAPTER 11: NEGOTIATING WITH DIFFICULT PEOPLE......Page 190
IVAN THE INTIMIDATOR......Page 191
KNOW-IT-ALL CHARLIE......Page 197
CHAPTER 12: GET TOUGH STRATEGIES...AND WHEN TO USE THEM......Page 206
WHAT YOU SHOULD DO WHEN YOU DECIDE TO USE THE GET-TOUGH STRATEGY......Page 208
CHAPTER 13: DOS AND DON’TS OF SKILLED NEGOTIATORS......Page 218
DO TRUST YOUR OWN INSTINCTS......Page 220
DO ADOPT YOUR OWN STYLE OF NEGOTIATING......Page 223
DON’T TALK ABOUT YOUR WEAKNESSES......Page 224
DO COACH YOUR ADVISORS TO SAY AS LITTLE AS POSSIBLE......Page 225
DON’T BELIEVE IN THE “BOGEY” THEORY......Page 226
DON’T USE ALL THE POWER YOU POSSESS......Page 228
DON’T FORGET THAT THERE’S NO RIGHT PRICE FOR THE WRONG ITEM......Page 229
DO SET HIGHER GOALS WITHIN REALISTIC LIMITS......Page 230
CHAPTER 14: TELEPHONE AND E-MAIL NEGOTIATION TIPS......Page 232
GOOD AND BAD ASPECTS OF THE TELEPHONE......Page 234
SOME TELEPHONE TRAPS......Page 235
LEARNING TO MASTER THE TELEPHONE......Page 240
E-MAIL RULES OF THUMB......Page 245
CHAPTER 15: WHEN TO USE NONBINDING LETTERS OF INTENT OR MEMORANDA OF UNDERSTANDING......Page 248
THE VALUE OF A NONBINDING LETTER OF INTENT OR MEMORANDUM OF UNDERSTANDING......Page 251
WHO CONTROLS THE DOCUMENT?......Page 253
A GUIDE FOR THE LEGAL DOCUMENTS......Page 254
CREATES A MORAL COMMITMENT AND ADDS TO TIME INVESTED......Page 255
CHAPTER 16: THE MOST INTRICATE DEAL I EVER NEGOTIATED......Page 258
ACT 1......Page 259
ACT 2......Page 265
FINAL ACT......Page 269
CHAPTER 17: SIX TACTICS FOR INCREASING YOUR POWER IN A NEGOTIATION......Page 276
INDEX......Page 284