Saturday 12 November 2016

Trump - moving from business negotiation to political negotiation...

Trump's Art of the Deal describes his 11-step approach, which is worth comparing with an article on political negotiation in the Harvard Business Review.

One question is how negotiating in business differs from negotiating through back channels, with defiant coalition partners, in war zones, and in the shadow of severe mistrust and hostility. 
(Those NAMs that see little difference compared with their day-job might care to drop me a line on 

As the President-elect attempts to apply what he knows best in terms of negotiating skills, NAMs can gain more insight into their own negotiation process as Trump’s moves – and their consequences – over the coming four (or even eight?) years, are played out in global media…

Open-minded NAMs may even pick up some political negotiating tips that can be applied in the day-job…

Trump's 11-step approach
  1. Think big
  2. Protect the downside and the upside will take care of itself
  3. Maximize your options
  4. Know your market
  5. Use your leverage
  6. Enhance your location
  7. Get the word out
  8. Fight back
  9. Deliver the goods
  10. Contain the costs
  11. Have fun
Political negotiation (more):
  • Preconditions and ultimatums are usually bad ideas
  • You don’t need an amazing deal - you need an implementable deal
  • They lose does not equal you win
  • You have to help them save face
  • You have to have the courage to tell supporters what they don’t want to hear
Over to you and yours...

Meanwhile longer term, the real issue (apart from picking up valuable insights) for NAMs has to be: Will Trump will change politics, or will politics change the President?

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