Negotiations à la Donald Trump - style, controversy and lessons for business

Negotiations à la Donald Trump - style, controversy and lessons for business

Donald Trump arouses extreme emotions, but one thing is certain - his negotiating style deserves analysis. But should we judge him as a typical national leader or rather as an experienced businessman? His approach is far from traditional diplomacy, but the techniques he uses are not accidental. Here are key mechanisms to inspire - or caution - in the world of negotiation.

Opening strategy: start high

Trump is famous for his first offer being extremely high. It may seem absurd from a political perspective, but in business it is a well-known tactic - the starting point is inflated in order to have room to negotiate. Examples?

• Greenland: Trump publicly announced his intention to purchase Greenland from Denmark, causing an international uproar. Denmark, initially ignoring the threat, quickly responded by increasing its Arctic defence spending and emphasising the strategic importance of the island.
• Customs duties on Canada and Mexico: In February 2025, Trump announced 25% tariffs on imports from Canada and Mexico, explaining the need to combat illegal immigration and drug smuggling. After negotiations, the two countries agreed to tighten controls and Trump suspended the tariffs for 30 days. The conclusion? The high opening forced a response and concessions.

How to negotiate with Trump - key principles

If anyone negotiates with Trump in the future - whether in politics or business - here are some lessons to learn:

1. Do not be offended
   Trump hates resistance but loves flattery. Fighting his ego is a losing battle. Japanese Prime Minister Shinzo Abe has been able to exploit this, building relationships on personal compliments and close contact.
2. Pretend to be a lickspittle (within reason)
   Trump likes others to emphasise his greatness. Russia has long used this method. Putin's statement about Europe „wagging its tail” in front of its „master” in the context of negotiations on the war in Ukraine is an example of this strategy. This phase of sucking up - preparing the ground - should precede a more pragmatic approach in negotiations.
3. You need to know how to stand up
   A firm position or response to an ambitious opening should be formulated without a personal attack. A response directed directly, hitting the other side, can trigger an EGO escalation. See point 4 ?
4. Trump doesn't forget - and he's playing up
   His humiliation is not the end of the matter - it is the beginning of a long resentment. An example? Taylor Swift. After she criticised him publicly, Trump triumphantly commented on her whistle-blowing at the Super Bowl. In business, this means one thing - if we mess up, it can backfire on us when we least expect it.
5. Trump's first bid is not a target - it's a tool
   Trump is throwing up a proposal that is controversial from the get-go, but he is not necessarily counting on it being accepted. His strategy is to make it a negotiating tool to force the other side to react.

Can anything be learned?

Not every negotiator can (or should) follow the „on Trump” style, but some elements of his strategy can provide inspiration.

• A high opening? It works - provided we have something to manoeuvre with.
• Managing your partner's ego? Crucial in business relationships.
• Don't take offence - it is worth leaving emotions aside in negotiations.
• Remember your authority - an ambitious opening should be appropriate to the situation.

President Donald Trump may be controversial, but one thing is certain - he knows how to negotiate hard. And whether we agree with him or not, his approach can provide valuable lessons for the future.