Trump’s Negotiation Lessons – Part 3

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Donald Trump sometimes negotiates well - and sometimes poorly. In my last two columns based on my new book The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, I described Trump’s effective and ineffective techniques related to goals, preparation, patience, leverage and offer-concessions.

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Trump’s Negotiation Lessons – Part 2

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Donald Trump bought his beautiful Florida estate Mar-a-Lago – originally listed at $28 million - for $5 million plus $3 million for its antiques and valuable furnishings. And he received a $10 million non-recorded mortgage from Chase Manhattan Bank to buy it. He only paid $2,800 down. Wow! How did he get such a great deal from the seller, the Marjorie Merriweather Post Foundation (Mar-a-Lago was built by Post, one of the world’s richest women in 1927)?

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Trump’s Negotiation Lessons – Part I

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Donald Trump was elected President based in part on his promise to put his negotiation and deal-making skills to work on behalf of the American people. How good are his skills, based on the experts’ proven research? And how effectively will he put them into practice in a presidential environment versus the business environment in which he negotiated for almost 50 years? These questions motivated me after his election to find out. So I did. The result?

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Three reasons Donald Trump Iran ploy will fail

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Unfortunately, Donald Trump's negotiating skills aren’t nearly as good as he claims when evaluated against the research. Donald Trump deeply understands that negotiation leverage revolves around what will happen if the parties don’t do their deal, or their Plan Bs/walkaways. We know because Trump has made a habit of walking away from hundreds of deals in his almost 50 years of negotiating in business. Sometimes he walked, came back, got a better deal, and made a financial killing. Other times, his walkout strategy screwed up a great deal. In still others, he smartly walked and went with a better deal elsewhere. Which one occurred when he walked from the Iran nuclear deal?

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Latz's Lessons of Negotiation

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My son will sometimes ask me why I repeat myself to him. “You already told me to listen more,” he will say. “I heard you the last time.” My response is twofold. One, if you heard and learned this lesson the first time, why are you not actually doing it? And two, repetition is not necessarily a bad thing. Marketing experts tell us that you need multiple touches with prospective customers before they will take action. In that light, since I assume you do not regularly save and re-read my columns, here’s a list of my Latz’s Lessons from the last year or so. I expect to repeat this – with updated Latz’s Lessons - annually.

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