Page 189 - Trump Never Give Up: How I Turned My Biggest Challenges into Success

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A PPE N DI X B

• Trust your instincts. There are a lot of situations that will
not be black and white in negotiating, so go with your
gut. Combine this with your homework and you’ll be
ahead of the game.

• Don’t be confined by expectations. There are no exact rules,
and sometimes I’ve changed course in the middle of nego-
tiations when something new has occurred to me. Remain
flexible and open to new ideas, even when you think you
know exactly what you want. This attitude has provided
me with opportunities that I would not have thought
about before.
• Know when to say no. This has become instinct for me by
now, but I think we all know when that buzzer goes off
inside. Pay attention to that signal.

• Be patient. I’ve waited for some deals for decades, and it
was worth the wait. But make sure what you’re waiting for
is worth it to begin with.
• To speed up negotiations, be indifferent. That way you’ll find
out if the other side is eager to proceed.

• Remember that in the best negotiations, everyone wins. This is
the ideal situation to strive for. You will also be laying the
groundwork for future business deals with people who
know what integrity is.

In summing up, I can say that negotiation is an art. All the
arts require discipline, technique, and a dose of imagination to
take them beyond the realm of the ordinary. Don’t be an ordi-
nary negotiator when you can be an extraordinary one. Devote
time to this art and it can bring you enormous rewards.

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