Trump-Style Negotiation Quotes

“price is only one part of any deal. It is equally important to build a personal relationship as part of the negotiation process because you need the other side’s help”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“The New York Real Estate Board distributes a form titled: “Standard form of Office Lease of the Real Estate Board of New York.” It has a particular size, identifiable type, and is commonly used by real estate attorneys in New York. I prepared and had printed for my use a different version that looked the same as the NYREB form but I modified several clauses to make them more favorable to the land-lords who were my clients. My form was titled: “Standard Form of Office Lease.” I neither disclosed nor hid the fact that it was my specially tailored standard form. I can’t recall how many lawyers representing tenants told their clients that my form was the standard form that they were thoroughly familiar with and accepted it without many changes. It worked so well that I developed two other versions of the Ross “standard form” specially adapted for different buildings.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“What the big print on the front giveth, the little print on the back taketh away!” If you want to be a successful negotiator, force yourself to read everything carefully. Conversely, there’s nothing wrong with hiding something that’s important to you but likely to be unacceptable to the other side in an inconspicuous place. If it’s spotted and raised by the other side, discuss it normally; never plead guilty to using trickery.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“Once you have established trust and rapport (although often this happens simultaneously), the next step in a negotiation is to begin searching out the other side’s wish list and identifying their strengths and weaknesses.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“In many cases, your success is going to depend on your ability to think in reverse, something Trump is a master of. Thinking in reverse comes into play when you make a proposal that is so outrageous that you know it has no chance of acceptance in its raw form and then reversing your course and agreeing to modify your proposal to make it more palatable for the other side.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“Sometimes directly asking for what you want is not the best way to achieve a desired result.” As this story shows, good negotiation is a continual exploration of the realm of possibilities.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal