Trump-Style Negotiation : Powerful Strategies and Tactics for Mastering Every Deal
by Ross, George H.Format: Paperback
Pub. Date: 2008-01-09
Publisher(s): Wiley
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Summary
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.
Author Biography
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.
Table of Contents
| Foreword | p. xi |
| Introduction: How I Became Donald Trump's Negotiator | p. xiii |
| What Is Negotiation ... Really? | p. 1 |
| Keys to Negotiating like Donald Trump | |
| Hone Your Personality: Build Trust, Friendship, and Satisfaction with the Other Side | p. 19 |
| Probe to Learn What the Other Side Wants, Flush Out Weaknesses, and Uncover Important Information | p. 35 |
| Be a Master Salesman: Create Bold Solutions to Problems and Convince the Other Side They're Getting More Than They Ever Expected | p. 51 |
| Control the Pace of the Negotiation: Use Timing, Deadlines, Delays, and Deadlocks to Your Advantage | p. 65 |
| Harness the Power of Human Nature: Psychological Negotiating Tactics | p. 83 |
| Information Is Power: Become the Expert on the Topic You're Negotiating | p. 101 |
| Keep Multiple Solutions in Mind: Remain Flexible and Creative about What You Need and Want | p. 115 |
| Win through Discipline: The Deal Book, We-They List, POST Checklist, and Other Powerful Planning Tools | p. 129 |
| Strategies for Special Situations | |
| Power Negotiating Tactics and Countermeasures | p. 151 |
| Negotiating with Difficult People | p. 167 |
| Get Tough Strategies ... and When to Use Them | p. 183 |
| Dos and Don'ts of Skilled Negotiators | p. 195 |
| Telephone and E-Mail Negotiation Tips | p. 209 |
| When to Use Nonbinding Letters of Intent or Memoranda of Understanding | p. 225 |
| The Most Intricate Deal I Ever Negotiated | p. 235 |
| Six Tactics for Increasing Your Power in a Negotiation | p. 253 |
| Index | p. 261 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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