November 21, 2017 Articles

“The Art of the Deal”: Exploring President Trump’s Negotiation Style

By Joan Stearns Johnsen

“The art of the deal” is President Trump’s touted personal formula for winning at negotiation. President Trump campaigned as the consummate negotiator singularly qualified to “fix it.” Some say it is precisely his business and negotiation acumen that qualify him for the presidency. Others disagree, citing his numerous business bankruptcies and his legislative and diplomatic failures to demonstrate that the emperor wears no clothes. Rather than judge his negotiation ability as either good or bad, this article seeks to explore his style of negotiation from a theoretical standpoint. In other words, based on his first 10 months in office, what kind of negotiator is President Donald J. Trump?

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