Trump Style Negotiation by George H. Ross

Last updated: Jul 26, 2023

Summary of Trump Style Negotiation by George H. Ross

"Trump Style Negotiation" by George H. Ross is a comprehensive guide that delves into the negotiation tactics and strategies employed by Donald Trump, the renowned businessman and former President of the United States. Ross, who served as Trump's right-hand man for several decades, provides valuable insights into Trump's unique approach to negotiation and how it contributed to his success in various business ventures.

The book begins by emphasizing the importance of preparation in negotiation. Ross highlights Trump's meticulous research and analysis of the parties involved, their interests, and the market conditions. This thorough preparation enables Trump to enter negotiations with a clear understanding of the situation, allowing him to make informed decisions and assert his position effectively.

One of the key principles emphasized in the book is the concept of leverage. Trump believes in maximizing his leverage by creating a perception of power and control. He strategically uses his reputation, resources, and relationships to gain an upper hand in negotiations. Ross explains how Trump leverages his brand, media presence, and public image to influence the negotiation process and shape the outcome in his favor.

Another crucial aspect of Trump's negotiation style is his ability to think creatively and outside the box. Ross describes how Trump often proposes unconventional solutions that challenge the status quo and disrupt traditional negotiation dynamics. This innovative thinking allows Trump to find win-win solutions that benefit all parties involved, while still advancing his own interests.

The book also explores Trump's approach to communication and persuasion. Ross emphasizes Trump's use of effective storytelling and rhetoric to captivate his audience and convey his message persuasively. Trump's charismatic and assertive communication style helps him build rapport, establish credibility, and influence the negotiation process.

Furthermore, the book delves into the importance of maintaining a strong position and not being afraid to walk away from a deal. Trump believes in setting clear boundaries and being willing to walk away if the terms are not favorable. This approach demonstrates strength and signals to the other party that Trump is not desperate, thereby increasing his negotiating power.

Throughout the book, Ross provides numerous real-life examples and anecdotes from his experiences working with Trump. These stories illustrate the practical application of Trump's negotiation strategies and offer valuable lessons for readers to apply in their own negotiations.

In conclusion, "Trump Style Negotiation" offers a comprehensive and insightful exploration of Donald Trump's negotiation tactics. Ross provides a detailed analysis of Trump's preparation, leverage, creativity, communication, and assertiveness, all of which contribute to his success in negotiations. Whether one agrees with Trump's political views or not, this book serves as a valuable resource for anyone interested in improving their negotiation skills and learning from one of the most influential negotiators in modern history.

1. The Power of Leverage

In Trump Style Negotiation, George H. Ross emphasizes the importance of leverage in any negotiation. Leverage refers to the ability to influence the other party's decision-making process by having something they want or need. Ross explains that having leverage gives you a significant advantage in negotiations, as it allows you to control the outcome to a certain extent.

One example of leverage is having multiple options or alternatives. By having alternatives, you can walk away from a deal if it doesn't meet your desired terms, which puts pressure on the other party to make concessions. Another form of leverage is having valuable information that the other party doesn't possess. This can give you an upper hand in negotiations, as you can use the information strategically to influence the outcome.

2. The Importance of Preparation

According to Ross, thorough preparation is crucial for successful negotiations. He emphasizes the need to gather as much information as possible about the other party, their interests, and their negotiating style. By understanding the other party's motivations and goals, you can tailor your approach and arguments to appeal to their interests.

Preparation also involves setting clear objectives and determining your walk-away point. Ross advises that you should know your desired outcome and be willing to walk away from a deal if it doesn't meet your minimum requirements. This mindset gives you the confidence to negotiate from a position of strength and avoid making concessions that are not in your best interest.

3. The Art of Listening

Trump Style Negotiation highlights the importance of active listening in negotiations. Ross explains that listening attentively allows you to understand the other party's perspective, needs, and concerns. By actively listening, you can identify potential areas of agreement and find mutually beneficial solutions.

Active listening involves giving the other party your full attention, asking clarifying questions, and paraphrasing their statements to ensure understanding. This approach not only helps build rapport and trust but also allows you to gather valuable information that can be used to your advantage during the negotiation process.

4. The Power of Silence

Ross emphasizes the power of silence as a negotiation tactic. He explains that silence can be uncomfortable for many people, and they often feel compelled to fill the void with concessions or additional information. By remaining silent after making an offer or stating your position, you can put pressure on the other party to respond or make a counteroffer.

Silence can also be used strategically to gather information. When the other party speaks, they may reveal valuable insights or unintentionally disclose their true motivations. By staying silent and allowing the other party to talk, you can gain a better understanding of their position and use that information to your advantage.

5. Building Rapport and Trust

In Trump Style Negotiation, Ross emphasizes the importance of building rapport and trust with the other party. He explains that people are more likely to make concessions and reach mutually beneficial agreements with those they trust and feel comfortable with.

To build rapport, Ross suggests finding common ground and showing genuine interest in the other party's perspective. This can be achieved by asking open-ended questions, actively listening, and acknowledging their viewpoints. Building trust also involves being honest and transparent throughout the negotiation process, as deception or manipulation can quickly erode trust and hinder progress.

6. The Power of Patience

Ross highlights the importance of patience in negotiations. He explains that rushing the process or showing desperation can weaken your position and lead to unfavorable outcomes. Instead, he advises taking the time to thoroughly analyze the situation, gather information, and consider all available options.

Patience also allows you to observe the other party's behavior and reactions, which can provide valuable insights into their negotiating style and priorities. By remaining patient and composed, you can maintain control over the negotiation process and make more informed decisions.

7. The Value of Win-Win Solutions

Trump Style Negotiation emphasizes the importance of seeking win-win solutions, where both parties feel satisfied with the outcome. Ross explains that win-win solutions not only foster long-term relationships but also increase the likelihood of future collaborations and successful negotiations.

To achieve win-win solutions, Ross suggests focusing on interests rather than positions. By understanding the underlying motivations and needs of both parties, you can identify creative solutions that address those interests. This approach encourages cooperation and collaboration, leading to mutually beneficial outcomes.

8. The Role of Emotional Intelligence

Ross highlights the significance of emotional intelligence in negotiations. He explains that being aware of your own emotions and managing them effectively can help you stay calm, composed, and focused during negotiations.

Emotional intelligence also involves recognizing and understanding the emotions of the other party. By empathizing with their concerns and addressing them appropriately, you can build rapport and facilitate more productive negotiations. Additionally, emotional intelligence allows you to adapt your communication style and approach to suit the other party's emotional state, increasing the chances of reaching a favorable agreement.