Donald Trump vs. Mao Tse-Tung at the Negotiating Table: A Fractured Fairy Tale—Part 2
By Dr. Donald Wayne
Hendon
DonaldHendon.com
Obama had a little
too much to drink on St. Patrick’s Day and fell
asleep early. He had a long dream. How long was it?
It was so long, it takes three Fractured
Fairy Tales to tell it. Here’s Part Two:
As I said in Part 1
of my fractured fairy tale
yesterday March 18,
Donald Trump and Mao Tse-Tung want to make a deal.
Just imagine!
Today’s capitalist big-shot and the guerrilla
warfare expert of the middle 20th century! Use your
imagination. Here’s how this “fractured fairy tale”
could
have happened in 2013. Read part 1 if you haven’t
already. Now, here’s Part 2.
The Haircut Springs
into Action
When Donald Trump
read what Mao said in his interview, he knew he had
to beat Sheldon Adelson and Steve Wynn to the punch!
He didn’t care that Mao didn’t like his haircut. He
wanted to build the first casino in Shanghai, and he
immediately instructed his most trusted
Chinese-speaking executive to set up a meeting with
Mao himself. Trump didn’t have to worry. Mao had
already turned down meetings with Adelson and
Wynn—he wanted to get into a pissing contest with
the biggest capitalistic ego in the world, Donald
Trump himself! Not only that, he wanted to humiliate
Haircut Guy and bring him down to earth! He wanted
to So he accepted The Haircut’s invitation.
And there was a lot
of icing on the cake. Mao loved the idea of visiting
fabulous Las Vegas. He thought to himself, “I’ve
heard about this city for many years. It’s very
famous. There are many more casinos there than there
are in Macau. I’d like to see for myself what it’s
all about. Maybe I can duplicate some of its best
features in Shanghai.”
So Trump set up the
negotiations at the Trump International Hotel, one
block away from the Las Vegas Strip, right next to
the Fashion Show Mall. 64 stories tall, it was
opened in 2008. He was planning to build a second
64-story tower right next door. The Haircut
considered this hotel to be the crowning jewel in
all of the Trump empire—bigger and more luxurious
than his three casino-hotels in Atlantic City, New
Jersey. And he thought Mao would be impressed by the
fact that he was doubling its size. He wanted to
show off by taking Mao around the construction site
himself. Trump reserved the presidential suite at
the top of his Trump International Hotel. And threw
in 20 more floors of rooms for Mao’s entourage.
When Mao arrived at
McCarran Airport in Vegas, Trump himself met him and
whisked him away in his private helicopter. After
they landed on the top of Trump’s hotel, Mao told
The Haircut he wanted to see the hotel’s casino area
before he saw his suite. Mao was shocked to find out
that the Trump Hotel did not have a casino. Haircut
Guy explained that several of the more expensive
hotels on the Strip had no casinos—not just Trump’s
hotel but also the Ritz-Carlton, Four Seasons, J W
Marriott, Turnberry Towers, and others. Mao didn’t
like that explanation—he thought Trump was lying to
him. So he asked his aides to visit those four
hotels. Sure enough, all were on the strip, all were
five-star caliber (except for Turnberry), and none
of them had casinos.
Mao relaxed for the
next few days. Got rid of his jet lag. Played a
little poker.
He didn’t leave Trump’s hotel except for a
couple of helicopter trips which gave him a good
view of Vegas and the Strip. One afternoon, he took
a helicopter trip to the famous Grand Canyon.
But it was not all
play and no work. Before Mao left on his trip to the
U.S., one of his aides had given him Donald Wayne
Hendon’s two books to read:
Guerrilla Deal-Making (2013) and
365 Powerful Ways to Influence (Pelican, 2010). His aide told him
these were the best negotiating books he had ever
seen. Mao read them before he left for Vegas, and he
was very impressed. During the three days he was
relaxing in Vegas, waiting for the negotiating
sessions with The Haircut to begin, he looked over
Trump’s 1988 book,
Trump: The Art
of the Deal, really written by one of Trump’s
most trusted employees, Tony Schwartz. That book
listed The Haircut’s favorite 11 deal-making
weapons. Because of Trump’s oversized ego, it even
included 42 pictures—baby pictures, pictures of
Trump buildings, and other personal stuff. Mao’s
aides told him it wasn’t a very good book, but it
wasn’t as bad as
Trump-Style
Negotiation, written in 2006 by another Trump
employee, George Ross.
Mao said to one of
the members of his entourage, “Trump seems to have
11 favorite Negotiating Weapons, according to this
book. All of them sound similar to many of Donald
Wayne Hendon’s 365 Negotiating Weapons. Tell me
which weapons Dr. Hendon talks about correspond to
Schwartz’s 11 weapons. That will help me when I
negotiate with Trump.” His aide gave him a summary
of this information on five sheets of paper, and Mao
studied these sheets. He wasn’t surprised that the
list of Trump’s favorite 11 weapons didn’t include
any tactical weapons that Chinese people really use
a lot. Such as Hendon’s
Tuangou /
Swarming Ambush / Flash Mobs (Assertive Weapon
58), where many people overpower a single person.
And The Rule
of Three—A Chinese Favorite (Assertive Weapon
25), where you say no at least three times before
finally saying yes.
Mao memorized Trump’s
favorite 11 negotiating weapons and came up with
several counter-punches for each one. Trump’s 11
weapons and Don Hendon’s corresponding tactical
Weapons are:
1. Contain the costs
(Hendon’s
Intimidate the other guy by your money—Assertive
84)
2. Deliver the goods
(A combination of Hendon’s
Let’s look at
the record—Assertive 104 and
Complete
honesty—Cooperative 8)
3, Enhance your
location (Hendon’s
Negotiate at
my place—it’s more powerful—Assertive 57)
4. Fight back
(Hendon’s
Don’t give in to unreasonable demands—Defensive
89)
5. Get the word
out—be outrageous (A combination of Hendon’s
Act
egotistical—Assertive 39,
Tell him about
all my satisfied customers—Assertive 40, and
Get good publicity from the news media—Defensive 79)
6. Have fun (Hendon’s
Calm down and
lighten up (Preparation 12)
7. Know your market
(Hendon’s
Knowledge is power—know my enemy and know myself—Assertive
32)
8. Maximize your
option (A combination of Hendon’s
Flexible
persistence—Assertive 102,
Be sure—use
off-setting bets—Assertive 121),
Remind him of
his competition—real or imaginary (Defensive 4)
9. Protect your
downside, and the upside will take care of itself
(Hendon’s Become hard to convince—Preparation 7)
10. Think big
(Hendon’s Size
matters—the Big Pot—Assertive 48)
11. Use your leverage
(Hendon’s For
sellers—make buyers pursue me for a change—Assertive
20
Mao’s aide told him
The Haircut would also use Hendon’s Assertive Weapon
95 against Mao and that Mao should use this same
weapon on Trump. It’s called
Intimidate the other guy if you’re a celebrity.
The Guerrilla Comes
to the Haircut’s Office
And so on the fourth
day, Mao and Trump met in Trump’s office. Mao
thought he was prepared. He remembered Dr. Hendon’s
13 intimidation tactics (Assertive 83-95). Mao
wondered which ones The Haircut would use on him.
Are you wondering,
too? Then come back to StupidFrogs.org tomorrow for
the conclusion of this Fractured Fairy Tale.
Dr. Donald Wayne Hendon is a consultant, speaker, trainer, and author of 10 books, including Guerrilla Deal-Making (with Jay Conrad Levinson) and 365 Powerful Ways to Influence. Deal-Making contains the 100 most powerful tactics from 365 Powerful Ways—along with 400 countermeasures. There are 121 aggressive tactics, 92 defensive ones, 24 cooperative ones, and 16 submissive ones to get what you want from other people. Plus 81 dirty tricks to watch out for and 31 tactics to prepare you for your interaction with them. Download Chapter 1, free of charge, at www.DonaldHendon.com. Play his free online Negotiation Poker game by going to GuerrillaDon.com. Apps will soon be available.