Foreword by Donald J. Trump. Introduction: How I Became Donald Trump's Negotiator. Chapter 1: What Is Negotiation...Really? PART I: KEYS TO NEGOTIATING LIKE DONALD TRUMP. Chapter 2: Hone Your Personality: Build Trust, Friendship, and Satisfaction with the Other Side. Chapter 3: Probe to Learn What the Other Side Wants, Flush Out Weaknesses, and Uncover Important Information. Chapter 4: Be a Master Salesman: Create Bold Solutions to Problems and Convince the Other Side They're Getting More Than They Ever Expected. Chapter 5: Control the Place of the Negotiation: Use Timing, Deadlines, Delays, and Deadlocks to Your Advantage. Chapter 6: Harness the Power of Human Nature: Psychological Negotiating Tactics. Chapter 7: Information is Power: Become the Expert on the Topic You're Negotiating. Chapter 8: Keep Multiple Solutions in Mind: Remain Flexible and Creative About What You Need and Want. Chapter 9: Win Through Discipline: The Deal Book, We-They List, Post Checklist, and Other Powerful Planning Tools. PART II: STRATEGIES FOR SPECIAL SITUATIONS. Chapter 10: Power Negotiating Tactics and Countermeasures. Chapter 11: Negotiating with Difficult People. Chapter 12: Get Tough Strategies...and When to Use Them. Chapter 13: Dos and Dont's of Skilled Negotiators. Chapter 14: Telephone and E-Mail Negotiation Tips. Chapter 15: When to Use Nonbinding Letters of Intent or Memoranda of Understanding. Chapter 16: The Most Intricate Deal I Ever Negotiated. Chapter 17: Six Tactics for Iincreasing Your Power in a Negotiation. Index.
GEORGE H. ROSS is costar of the hit TV show The Apprentice, and Executive Vice President and Senior Counsel for the Trump Organization. Previously, he was a real estate attorney, private investor, and senior partner at a major law firm. He has served as business advisor, legal counsel, and negotiator for the leading real estate owners and developers in New York City for fifty years. On the side, he cofounded a radio station business that he sold for millions of dollars. He teaches negotiation at NYU's School of Professional Studies and Continuing Education and is also the author of the bestseller Trump Strategies for Real Estate, from Wiley.
"This is a fascinating and enjoyable book and useful for everyone..." (Personal Success, April 2007) 'I enjoyed the book immensely...experience shines through in a highly recommended book.' (Edge, May 2007)