The Real Trump Deal. Martin E. Latz
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PRAISE FOR THE REAL TRUMP DEAL
“Donald Trump’s entire persona is wrapped up in his belief that he is the best negotiator ever. Whether or not he wrote any part of The Art of the Deal, it has become his personal bible of negotiation. What kind of a negotiator is Trump? How much of the puffery is real, and how much is fake? How does his success—and lack thereof—in the business world translate into negotiating skill and power in the White House? These questions are answered powerfully and systematically in this readable and cogent book.”
— Norman J. Ornstein, Resident Scholar, American Enterprise Institute Co-Author of The New York Times Bestseller One Nation After Trump
“With this book, Marty Latz has done us an intensely valuable service—carefully sifting through and assessing all the claims, hoopla, and evidence surrounding Donald Trump’s talent for negotiation. The result is shockingly instructive.”
— Robert Cialdini, Author of The New York Times bestsellers Pre-Suasion and Influence: Science and Practice
“Donald Trump’s negotiation skills have been on public display for 50 years. How good are they? Longtime negotiation expert Marty Latz compares Trump’s negotiations to the research on what works—and what doesn’t. Everyone can learn from this astute book filled with specific examples, fascinating stories, and key insights.”
— Prof. Andrea Schneider, Director, Marquette University Law School’s Nationally Ranked Dispute Resolution Program
“Success in business and life often depends on your effectiveness as a negotiator. Using Trump’s 100+ business deals as ‘learning lessons’—good and bad—renowned negotiation expert Marty Latz here provides practical advice you can use every day to achieve better results.”
— Marshall Goldsmith, International bestselling author or editor of 35 books including What Got You Here Won’t Get You There and Triggers
“Donald Trump considers himself one of the world’s best negotiators. Is he? Marty Latz’s expert eye-opening analysis of Trump’s 50-year negotiation history answers this question. Every student of negotiation—which should be every negotiator—will learn from this important contribution to our understanding of the most impactful negotiator alive today!”
— Dr. Roy J. Lewicki, Professor, Fisher College of Business, The Ohio State University and author or editor of over 35 negotiation-related books, including the world’s bestselling textbook on negotiation
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This publication is designed to provide competent and reliable information regarding the subject matter covered. However, it is sold with the understanding that the author and publisher are not engaged in rendering legal, financial, or other professional advice. Laws and practices often vary from state to state and country to country and if legal or other expert assistance is required, the services of a professional should be sought. The author and publisher specifically disclaim any liability that is incurred from the contents of this book or its use or application.
Copyright © 2018 by Martin E. Latz. All rights reserved. Except as permitted under the U.S. Copyright Act of 1976, no part of this publication may be reproduced, distributed, or transmitted in any form or by any means or stored in a database or retrieval.
Published by Life Success Press LLC, an imprint of Brisance Books Group LLC. The publisher is not responsible for websites or their content that are not owned by the publisher.
Life Success Press LLC
21001 N. Tatum Blvd.
Suite 1630
Phoenix, AZ 85050
Printed in the United States of America
First Edition: June 2018
Hardcover
ISBN: 978-1-944194-47-5
Cover photo: AP Photo | Eric Schultz
Martin Latz photo: Dan Vermillion
Cover design: PCI Publishing Group
062018
DEDICATION
To my extraordinary wife, Linda, who put up with my long hours and late nights while I wrote this book. I constantly struggle to find that perfect balance in life, but I’m really lucky I found an amazing wife for this journey.
To my son Jason and daughter Valerie—budding great negotiators with unique and very different negotiation strengths and weaknesses—may you not only learn and internalize the strategies and tactics in here but also the more important moral and ethical lessons that drive all effective negotiators and human interactions.
To my parents, Bob and Carolyn Latz, two of the most incredible human beings I know. Mentors. Role models. Insightful thinkers. Great advice givers. Voracious readers. Emotional supporters. Loving parents and grandparents. I can’t ever thank you enough for all you have given to me.
CONTENTS
Part One: Trump’s Top Ten Business Negotiation Strategies
Chapter 1 An Instinctive Win-Lose Mindset
Chapter 2 Setting the Bar High: Super Aggressive Expectations
Chapter 3 The King of Hyperbole: Exaggerate!
Chapter 4 Targeting True Motivations: Using Carrots to Close Deals
Chapter 5 The Art of the Bluff: When He Holds… and When He Folds
Chapter 6 Threats and Leverage: Real or Fake?
Chapter 8 Helpful Standards Only Need Apply
Chapter 9 Outrageous Moves and Countermoves