The phrase identifies a specific negotiation approach attributed to and popularized by Donald Trump, particularly as documented in his book. This approach is characterized by a hard-line stance, leveraging perceived power, and employing tactics like exaggeration and unpredictable behavior to gain an advantage in deal-making. A common example would be entering negotiations with an extreme initial demand, designed to shift the negotiation range in one’s favor.
The significance of this negotiation style lies in its departure from traditional, collaborative methods. It prioritizes winning, often at the expense of building long-term relationships. Historically, this approach has been both praised for its effectiveness in achieving desired outcomes and criticized for its potential to damage trust and create adversarial environments. The effectiveness can depend heavily on the specific context, the counterpart’s negotiating style, and the relative power dynamics.
