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N E G O T I A T E T O W I N

Donald J. Trump with Mark Burnett of Mark Burnett Productions.
Photo courtesy of The Mark Burnett Productions.

Don’t let your expectations confine you. Sometimes you have
to switch gears, change your plans, play psychologist, or be a
bit of a chameleon to figure out the best negotiating approach.
—Donald J. Trump

I wanted to deal with a member of a prominent family, and
although I knew his name, we had never met. Even so, I had
developed assumptions about him. Before our meeting, I created
a plan, but when I met the guy, his insecurity and unassuming
demeanor surprised me. He was not the powerhouse I imagined,
so I immediately changed my plan. I realized that if we went to
battle, he would probably walk away to avoid the confrontation. I
had to boost his esteem to get him to negotiate, so I gently

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