Understanding Trump

“The Art of the Deal,” published in 1987 and co-written with Tony Schwartz, is Donald Trump’s business memoir and negotiation guide. The book offers insights into Trump’s deal-making philosophy and business strategies.

Key Points:

• Think big: Trump advocates for ambitious thinking and setting high goals
• Maximize leverage: Use negotiating advantages and create urgency with counterparties
• Use publicity: Media attention is portrayed as a powerful business tool
• Trust your instincts: Trump emphasizes the importance of gut feelings in decision-making
• Fight back against critics: Respond forcefully when challenged
• Maintain momentum: Keep multiple projects moving simultaneously
• Use selective hyperbole: Trump calls this “truthful hyperbole” or strategic exaggeration
• Control the narrative: Shape how others perceive you and your projects

The book combines autobiographical elements showcasing Trump’s real estate deals (Trump Tower, Grand Hyatt Hotel, etc.) with his negotiation philosophy, presenting him as a savvy dealmaker who transforms obstacles into opportunities.