I Teach Negotiation. Trump Just Broke Every Rule.

Written by Ben Meiselas

Photo by Rock Staar on Unsplash

It seems like Donald Trump has a “first mover problem” with his disastrous trade war against the world. No country wants to go first since they know Donald Trump will gloat and try to humiliate them. They are seeing what happened in the elections in Canada and in Australia and realize that capitulation means the end of their governing power.

I teach negotiation. Every negotiation rule was broken by Donald Trump in his disaster trade war.

First, you never set arbitrary deadlines against yourself.

Second, if you set arbitrary deadlines, you must meet said deadlines or you lose credibility.

Third, you want to try and empower your adversary in a negotiation so they feel good about the deal. Trying to humiliate your adversary is the worst thing you can do in a negotiation.

Fourth, you never want to undermine your negotiating team with mixed messages.

Fifth, you never want your negotiating team to send mixed messages, different messages, or conflicting messages. You need to have your adversaries know that there is a clear line of communication and hierarchy that they can deal with.

Sixth, you never want to flag your weaknesses for your adversaries in a negotiation.

Seventh, you never want to encourage your adversaries to all join forces against your negotiating position.

Eighth, you want to always seem like a rational actor in a negotiation.

Ninth, in a good negotiation, the parties each leave certain things on the table because a good negotiation is not about destroying your counterpart in the negotiation.

Tenth, breaching all of your prior deals with the party you’re currently negotiating with does not inspire confidence.