Trump Has Some Basic Knowledge About Negotiation; Maybe Boris Johnson Does Too
/Say what you will about Donald Trump, here’s one thing you have to give him: he has some basic knowledge — or maybe it’s just instinct — of how to go about negotiating a deal. This is in great contrast to others you see on the world stage, including people in the office of U.S. President or British Prime Minister. You would think that knowing the fundamentals about how to negotiate with other world leaders would be a basic requirement for either of those jobs, but of course that is not true. The voters don’t know much about this subject, and can’t be expected to. As to the U.S. presidency, other than Trump, I can’t think of any other candidate who has even put forward high-level negotiating skills as part of the campaign pitch.
I’m not saying that I agree with every tactic that Trump has employed in his various negotiations as President, let alone with all of the goals that he has pursued. Rather, I’m talking here only about basic negotiating strategy, where at its core there is only one point that is important among all others. Here it is: If you want to get your best deal in a negotiation, you must be willing to walk away, and you must demonstrate that willingness to your negotiating counterparty. . . .
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