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Trump Style Negotiation
Book

Trump Style Negotiation

Powerful Strategies and Tactics for Mastering Every Deal

George H. Ross
Wiley, 2006
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Editorial Rating

7

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  • Applicable

Recommendation

Real estate lawyer and veteran negotiator George Ross proves that when someone with 50 years of experience writes a book, it has the potential to be essential reading. He is perhaps best known for being Donald Trump's subdued partner on The Apprentice television show, but Ross worked with Manhattan's most competitive real-estate moguls, at one time making a deal per week. His real-estate stories make for good reading. He provides less detail about his more recent work with Trump, but uses even those stories to drive home his points. getAbstract recommends this book to both experienced negotiators and novices who want to learn tactics they can use in transactions from buying cars and real estate to improving their interpersonal relationships.

Summary

50 Years of Negotiating During his 50-year career as a lawyer, George Ross worked for some of the largest real-estate investment companies in New York. Between 1956 and 1966, he negotiated 702 property purchases, or more than one per week, with some of the most high-powered property owners in the city. Ross met Donald Trump in 1974, when Trump wanted to buy the abandoned Commodore Hotel next to Grand Central Station. Trump had little experience, the city was nearly bankrupt and the purchase would require concessions from the station, its tenants and various city agencies. Ross noted that Trump was persistent, patient and passionate about the project, and helped him conclude the deal.

Negotiation, which is all about compromise, occurs any time one person conveys information about what he or she wants or expects from another. For example, you may desire something that costs more than you can afford. Eventually, you compromise. Good negotiators take advantage of their strengths and acknowledge their weaknesses. They delegate tasks at which they are less skilled.

Probably the most crucial advantage you can gain in a negotiation is knowing your counterparty’s agenda: What...

About the Author

George H. Ross is executive vice president and senior counsel for the Trump Organization. He teaches negotiation at New York University and is the author of Trump Strategies for Real Estate.

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