President Donald Trump's recent interest in purchasing Greenland, though met with widespread bafflement, aligns with a negotiation strategy outlined in his 1987 book, "Art of the Deal," co-written with journalist Tony Schwartz. The book, which details Trump's experiences in New York real estate, has served as a blueprint for his approach to international relations, particularly during his presidency.
Trump's tactics during the Greenland episode, which unfolded over a week in January, mirrored strategies described in the book, according to Fortune. These tactics include aiming high, understanding the Best Alternative To a Negotiated Agreement (BATNA), using leverage, allowing others to find the middle ground, and appealing to fantasies.
The initial suggestion of purchasing Greenland, met with strong rejection from Danish officials, exemplified Trump's strategy of aiming high. This approach, common in deal-making, involves starting with an ambitious demand to set the stage for negotiation.
The concept of BATNA, crucial in negotiation theory, involves understanding one's alternatives if a deal falls through. While it is unclear what Trump's specific BATNA was in the Greenland situation, the strategy suggests a calculated assessment of potential outcomes.
The use of leverage, another key tactic, involves identifying and exploiting advantages in a negotiation. In the case of Greenland, potential leverage could have included the United States' strategic military presence in the region and its economic influence.
Allowing others to find the middle ground suggests a willingness to cede some ground while maintaining a strong initial position. This tactic aims to create the perception of compromise while still achieving desired outcomes.
Appealing to fantasies involves tapping into emotional desires and aspirations. While the specific application of this tactic in the Greenland situation is open to interpretation, it could involve appealing to a sense of shared history or potential economic benefits.
Tony Schwartz, who later expressed regret over writing "Art of the Deal," described the book as a reflection of Trump's negotiation style. However, Schwartz has also criticized Trump's approach, particularly in the political arena.
The Greenland episode highlights the extent to which Trump's business background has shaped his approach to international relations. While some view this approach as unconventional, others argue that it represents a pragmatic and effective way to achieve desired outcomes.
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