You walk into a car dealership to buy a new vehicle. A salesman approaches, introduces himself as “John,” and asks how he can help. You say, “I’m looking for a new SUV. My old one is rusting out. It grew up in Minnesota, just like me.” “Really,” John says. “Where in...

In this interview about his new book “The Real Trump Deal,” Marty Latz discusses which deals Trump overpaid on, whether Kim Jong-un is a savvy negotiator and how Trump harmed his relationship with allies South Korea and Japan through a oversight.

“Everyone lies in negotiations. And everyone knows everyone lies in negotiations. So why should we care? Shouldn’t we just assume our counterpart is not telling the truth, should not be trusted, and behave accordingly?” No. Making these assumptions would be highly...

What's your price?" Maureen asked shortly after John arrived. "Cut to the chase. I'm running late, so just tell me what you've got and your bottom line." "Wait a second," John responded. "Before we discuss price, why don't you tell me a bit about what you...

I recently sat in on a lecture from Rob Galford, co-author of “The Trusted Advisor,” which explains how to achieve professional success by earning clients’ trust and confidence. Since all negotiations involve trust, and a broad view of negotiation includes...

“Let’s just split the difference,” he suggested after we had negotiated all day over my client’s lawsuit. Our last offer? $320,000. His last? $300,000. Sounds fair, right? Almost everyone has used this closing technique when negotiations drag on. After...

President Donald Trump in his almost 50-year business career has negotiated some great deals and some not-so-great deals. We can learn from all of them, as I describe in detail in my new book, The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates. Last...

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...