Trump Overpaid by Tens of Millions of Dollars on These Business Deals
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.
Should I Assume Everyone Lies in Negotiations?
“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...
Agenda Control Aids the Negotiation Process
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,...
How to Achieve the 5 Stages Required to Build Trust
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 dealing...