Enriqueogliastri.files.wordpress.com



48831540640000DONALD TRUMP'S ART OF NEGOTIATION194183034290FOR TRUMP, NEGOTIATION IS THE CONTINUATION OF WAR BY OTHER MEANS.00FOR TRUMP, NEGOTIATION IS THE CONTINUATION OF WAR BY OTHER MEANS."The Art of the Deal," Trump's first book translated as "The Art of Negotiation" in Spanish, is actually an autobiography. Clausewitz defined war as an act of force to get the other side accept our will, and understood war as a continuation of politics by other means. It seems to me that for Trump, negotiation is the continuation of war by other means. The new president?s primitive text is now useful to be able to understand him and deal with him.Some years ago, a university invited me to teach a three-day MBA negotiation workshop. In the suggested program of the new course, there was text by Trump (what a miss!)4687570-46863000How does Trump understand negotiation? A summary is in chapter 2: “I aim very high, and then I just keep pushing and pushing and pushing to get what I?m after.” His recipe is to ask for the impossible, to insist without compromising, to threaten with legal suits, to force, to push the other until they fall, to intimidate, to surprise, to discredit and to humiliate and demoralize the opposite party. This is traditionally known as hard haggling, centered on who has (or appears to have) more power. It is an act of force; it is not an alternative to war. His book consists of many personal stories in which he always ends up victorious and rich; if the other does well it is because they got lucky, not because Trump knows how to negotiate constructively. It is a clear example of how to negotiate badly (Summa 148, 2006). How to negotiate with him? In order to negotiate with an aggressive person, it is not advantageous to be conciliatory, for it attracts more aggressiveness (experiences of Pe?a Nieto from Mexico, or Chamberlain before Hitler). Anyone who understands negotiation as defeating the other side does not seek mutual interests. Even less if he is a self-centered individual with authoritarian personality traits. Additionally, entrepreneurs like Trump are often accustomed to act by trial and error, without many previous plans.He leads the negotiation intuitively, improvises and changes according to the other person's reaction. To answer him with the same arrogance is not a good idea, because the confrontation is likely to lead to mutual losses, especially if one has less power. My advice is to negotiate firmly, to insist on our own objectives, to base ourselves on concrete facts, and especially to be well-prepared to propose solutions of mutual benefit. One must seek other options beforehand and by doing so, improve the external alternative (BATNA): what we would do in case there is no agreement. Hard times are coming for the United States and their partners.Enrique Ogliastri, Ph.D., teaches negotiations at INCAE and IE. The author of 21 books, he is a consultant of strategy and family firms. He has been a Research Professor in Colombia, Spain, France, Japan, and also at Harvard. (Revised from Spanish: El arte de la negociación según Donald Trump, Summa, 274, 2017, page 120 ) Enrique.Ogliastri@incae.edu ................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download