Donald Trump portrays himself as a savvy businessman, but there’s a lot he doesn’t get when it comes to negotiating, according to Deepak Malhotra, a Harvard Business School professor, and Jonathan Powell, the longtime chief of staff to former U.K. Prime Minister Tony Blair. Both authors have advised heads of state on negotiating armed conflicts. In a recent Harvard Business Review article, they note it’s a very different process than a business negotiation. Here’s why they say The Donald just doesn’t get it:
• There’s not only one “winner”: “The underlying belief, that negotiation is fundamentally a zero-sum game in which only one side wins, is dangerously misplaced in the context of protracted conflicts and complex international deal making,” say Malhotra and Powell. They use the example of negotiating with newly elected individuals on the other side of a trade or security deal. A seasoned negotiator’s job isn’t to score concessions. It’s to earn the trust of a potential ally.
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