The Art of the Deal, Disrupted: Breaking Down Donald Trump’s Negotiation Tactics

In this podcast we break down Donald Trump's negotiation style, patterns and tactics so that you can learn from them and apply them - if you want to.

Donald Trump's negotiation style, particularly in trade deals like those involving tariffs with Canada, Mexico, and China, follows a few consistent patterns. Here are five key tactics he repeatedly employs:

• Trump often starts negotiations by applying maximum pressure—such as imposing tariffs—forcing the other party to respond. He escalates tensions to create a sense of urgency, making the other side feel they must concede to avoid further damage.

• He thrives on keeping opponents off balance by making bold, sometimes contradictory statements. This unpredictability forces the other side to second-guess his next move, giving him an advantage in setting the terms of the deal.

• Trump frequently sets the initial terms at an extreme position (e.g., high tariffs, threats to withdraw from trade agreements) so that any compromise appears like a concession from him, even if it was his intended outcome all along.

• He frames deals as a zero-sum game where America must "win" and the other side must "lose." By controlling the narrative and appealing to patriotism, he builds public support and pressures opponents into conceding.

• He is willing to walk away or delay agreements to test the other side’s desperation. If the opponent shows signs of needing a deal more than he does, he capitalizes on that weakness to extract better terms.

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