We reread Trump’s ebook to raised perceive his negotiation technique | EUROtoday

On Mar 12, 2025

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DOnald Trump has the popularity of being unpredictable and chaotic. In actuality, he rigorously applies the strategies he discovered when he was the King of Real Estate in New York within the years 1980-1990. During this prolific interval, the place he sculpted the panorama of the massive apple along with his buildings (Trump Tower, the Central Park ice rink …), he notably solid the negotiation technique which he makes use of immediately on the worldwide scene – on customs duties, the warfare in Ukraine …

Just dive again into The Art of the Deal (The artwork of negotiation), the autobiography of the one who turned president, launched in 1987, to know his type. In the second chapter – “The elements of the deal” -, he sums up his philosophy: “It’s quite simple and direct. I aim very high, and I continue to push, push and push to get what I want. »»

“The worst half is to seem determined”

A good negotiator, he writes, is not necessarily “clever”, but relies on his “instincts” and must “suppose nice” (” Think Big »). “Most people think little because most of them are afraid of success, to make decisions, to win. And that gives individuals like me a great advantage. »»

One of the most important principles to keep in mind? “The worst part is to seem desperate to conclude a deal. The other smells of blood, and you are dead. The best thing you can do is negotiate by asserting your strength. The influence is the greatest force you can have. It consists in having something the other wants. Or better yet: he needs or just can’t do without. »»

And when this is not the case, you should not be afraid to resort to “creativeness and gross sales strategies”. In other words: the bluff. He evokes a partnership that the Holiday Inn hotel chain wanted to conclude with him on his future casino in Atlantic City (New Jersey) in the 1980s: “Their board of administrators was interested in my undertaking as a result of he thought that my undertaking was extra superior than different potential companions. This was not the case, however I did every little thing I may, other than going to work myself on the positioning, to guarantee them that my on line casino was virtually completed. My affect got here from affirmation of an impression that they have been keen to imagine. »»

A little bit additional, he evokes the significance of the media in his technique. For him, having unhealthy publicity is healthier than not having it in any respect. “The fact is that if you are a little different, a little extravagant, or if you do daring or controversial things, the press will write on you. He used this technique to increase visibility – and therefore the value – of some of his creations. Like Television City (or “Trump City”), a set of buildings, stores and television and cinema studios that he wanted to build in Manhattan.

When he announced that he was going to build “the very best world tower”, the media threw themselves without asking questions. The building will never see the light of day. “I play with people’s fantasies. They don’t always see big, but they are enthusiastic about those who wear such a vision. This is why a little hyperbole never hurts. People like to believe that something is the biggest, the most formidable and the most spectacular. “This style for superlatives has a reputation for him:” a truthful hyperbola: an innocent form of exaggeration – and a very effective form of promotion “.

Trump additionally acknowledged the boundaries of the train. “You can arouse enthusiasm, make a great promotion, get good media coverage and add a little exaggeration to it, but if you do not attend behind, people will eventually open their eyes. “And to cite the case of former Democratic president Jimmy Carter, whose” American people realized that he could not do the job “as soon as elected.

“As president, he negotiates like the real estate magnate that he was in New York,” mentioned Edward Wertheim, affiliate professor of administration at Northeastern University (Massachusetts). The knowledgeable, who studied the “Trump style” finds in his present interactions with different leaders the strings he already used thirty and even forty years in the past: intimidate, make sure the present in public (as realized at his expense Volodymyr Zelensky), negotiate able of power …

Make detailed remarks supposed to destabilize its interlocutors

Without forgetting to begin all type of talks with “extreme catchphrases”, detonating remarks supposed to destabilize its interlocutors. For instance: hit Canada and extra customs duties, seize the Panama canal or take management of Greenland. “” This method intimidates its interlocutors whereas giving it plenty of freedom to make concessions thereafter, continues Edward Wertheim. It could be very efficient for this. »»

To uncover

The kangaroo of the day

Answer

However, performing on the worldwide scene as within the enterprise world has dangers. “His type is working within the brief time period, however can have lengthy -term penalties, that he is not going to be there to see. When we intimidate somebody, this one will attempt to take revenge. This is the danger incurred with Ukraine and the conclusion of a doable peace settlement perceived as too favorable to Russia. Or with the ditch that’s widening between Washington and its historic allies.

In The artwork of negotiationthe Republican himself says he does probably not care in regards to the future. “I do not waste an excessive amount of time asking myself what I ought to have finished in a different way or what is going to occur subsequent. If you ask me precisely what’s the function of my offers, I’m undecided I’ve an excellent reply. Except that I had a good time concluding them. »»

https://www.lepoint.fr/monde/on-a-relu-le-livre-de-trump-pour-mieux-comprendre-sa-methode-de-negociation-12-03-2025-2584509_24.php