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

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