So you’re negotiating with the star of “The Art of the Deal!” Lucky you! Here’s what to expect:
1. He’ll be woefully unprepared. Your superior knowledge of the details will help. Try to keep him away from his staff.
2. He’s a drama king. There will be lots of banging the table and threats to walk out. Take them in stride.
3. He just wants “wins.” He’s perfectly capable of accepting your position if he can spin it as a “win.”
4. He doesn’t keep his promises. You can’t take anything he says seriously until he signs on the bottom line, and even then, he may well renege. Just ask his contractors.
5. He loves to take hostages. Don’t give in to blackmail.
6. He’s so vain. Sucking up to him works wonders. Make it clear that you think he’s the man; he’ll give you anything you want in return.
In short, there are lots of opportunities to play him as long as you know what you’re doing.