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T R U M P 1 0 1 : T H E WAY T O S U C C E S S

worked to build his trust and confidence. My approach worked,
and we did business.

M A K E I T H A P P E N I N Y O U R L I F E

Negotiation is about preparation. It’s not a mysterious pro-
cess, but it can be exhilarating. See it as an art and be
meticulous.

• Prepare thoroughly for any negotiation by defining your
objectives. Know the minimum you must receive to
make the deal and the maximum you will pay. If you
can’t strike a deal within that framework, be ready to
walk away.

• Know what the other side wants. Learn your adversary’s
strengths and weaknesses: Find out who your adversaries
are, what resources they have, who is backing them, how
much they want, why they want it, how much they will
settle for, and how much they will pay or insist on
receiving.

• Stick to the facts; don’t guess, generalize, or listen to
what others believe. Get proof, documentation, and
solid figures. No two people, companies, ventures, or
proposals are the same, so don’t assume or jump to
conclusions. Verify, check, and examine—find out for
yourself.

• When you negotiate, be fair and reasonable so everyone
can win. Don’t demand everything and risk making an
enemy who could come back to haunt you.

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