IS TRUMP’S NEGOTIATING STRATEGY RIGHT FOR YOU?
Trump-lovers and aggressive competitors would answer, "Absolutely! He's gotten some great deals."
Trump-haters and friendly, cooperative people would answer, "Absolutely not! He's made many enemies."
Smart, objective people would answer, "I ignore my feelings about Trump and use his strategy only when it fits the situation.”
People who answer, "Absolutely,” and, "Absolutely not," make the same mistakes. They overreact to their feelings about Trump and their own personalities, and they overemphasize only one of the two negotiating goals:
1. Good deals.
2. Good relationships.
You usually want both. Sadly, you must often trade one for the other.
Hard bargaining produces better deals, but damages relationships and causes deadlocks. For example, it caused the longest government shutdown in American history.
Cooperating creates good relationships, but produces some terrible deals. For example, when you buy a car, you’ll pay much too much.
You don’t like trade-offs. Neither do I. But they’re unavoidable. Naïve people want simplistic formulas that always work. Be more realistic.
Trump is much too aggressive. He always bargains hard. He gets some great deals, but makes many enemies and loses potentially great deals.
A best-selling book, Getting to Yes, recommends always cooperating. It dishonestly claims its “win-win” approach is an “all-purpose strategy” that always works, even with hijackers. They have no solid evidence to support that claim.
There are no all-purpose strategies. A strategy that works in some situations will fail in others.
Selecting the right strategy is the most important negotiating skill. If you choose the wrong strategy, nothing else matters much.
Negotiating skill can make or greatly improve your career, and it will certainly put money in your pocket.
This course has another unusual feature: Instead of just listening passively to lectures, you will learn actively by:
1. Hearing me coach three professional actors and comparing them to yourself and people you know.
2. Participating in discussions in the course Q&A forum.
3. Conducting and analyzing actual negotiations.
4. Analyzing your own style, strengths, and weaknesses.
5. Planning your future development.
6. Getting feedback on your negotiations, self-analysis, & development plans..
You’ll actively learn how to select and execute the right strategy. To make the right decisions, answer several questions.
1. How much do your interests conflict? The more they conflict, the harder you should bargain.
2. How important is the relationship? The more important it is, the more you should cooperate.
3. How powerful are you? The stronger you are, the harder you should bargain. The weaker you are, the more you should cooperate.
4. What kind of people are they? If you’re aggressive toward a people-pleaser, you’ll get some good deals, but you’ll often deadlock or
destroy relationships. If you’re cooperative with Trump (or someone like him), he’ll run over you.
5. What kind of person are YOU? Many Trump-lovers are competitive; they admire his aggression. Many Trump-haters are cooperative
or analytic; they’re appalled that he fights so hard and so often.
Some people say, “That’s too complicated.”
If you want a simplistic, one-size-fits-all negotiating strategy, DON’T take this course.
If you want to BALANCE good deals AND good relationships, you NEED this course.