One of the biggest boasts behind last fall’s election died suddenly last week. Now buried in the Republican Graveyard of Wishful Thinking is the congenitally defective assertion that Donald Trump is a master negotiator.
“There’s going to be health insurance for everybody,” the new president declared in January, insisting it will cost far less than it does now. Asked how Trump could be so confident of those claims, his resident sycophant, Sean Spicer, had a quick-but-ludicrous answer: “He knows how to negotiate great deals.”
Nothing is ever final in Washington, but hopefully the Republican healthcare debacle of 2017 has forever put an end to the utter foolishness that Donald Trump is a world class negotiator. The guy huffed and puffed his way through real estate sales, insulting, assaulting or suing anyone who got in his way. That’s not a skillset that translates into effective leadership on the world stage.
Yet, there is this lingering myth, a distorted caricature, of what an effective negotiator looks like, and the composite, unfortunately, bears a strong resemblance to guys like Trump: a loud, brash, boorish, bullying slug who pounds the table while lobbing loud threats and insults. The archetype represents an archaic bargaining style that was occasionally effective in limited circumstances involving one-shot transactions and no ongoing relationship. It has absolutely no application to resolving conflict with Congress or foreign leaders.
Here, thanks to Politico’s reporting, is all you have to know to conclude that President Donald J. Trump is a terrible negotiator: In a last ditch effort to change the minds of conservative House Republicans, Trump The Closer summoned the 30-some members of the Freedom Caucus to the Cabinet Room of the White House.
Although these folks had been a thorn in House Speaker Paul Ryan’s side, they liked Trump and were excited about the opportunity to get the president to make some changes in the healthcare bill in exchange for their support. They thought they could deal with him. After all, he knew how to negotiate. So they laid out their problems and sent some clear signals about what needed to be changed and why it mattered to them. And here is what the master negotiator told them: “Forget about the little shit. Let’s focus on the big picture here.” The “big picture”, Trump told them, was that the bill’s failure could imperil his reelection chances in 2020. Self-absorption might have served The Donald well in his mogul life, but it’s one of the worst traits a negotiator can bring to the table.
I don’t profess to be an expert on legislative negotiations but, over a career of more than 30 years, I helped bargain hundreds of contracts in the news industry. In order to get a deal, I had to know everything I could about the little shit. I wallowed in the little shit because somewhere in all that excrement was a key that would unlock the door to settlement. Obviously, I had to know what was important to our side, but I also needed to know management’s issues and what it needed in an agreement. That was the only route to a resolution that would have value for both sides.
Most negotiations are long and drawn out. Arguments are repeated ad nauseam, and it often appears that agreement will never be reached. There are, however, rare moments when the parties tire of the conflict and really want a deal. A good negotiator knows how to recognize those moments and seize them. Trump had that opportunity in the meeting with the Freedom Caucus and he totally blew it. Not only that, he blew it for the worst reason imaginable: he didn’t understand any of the issues. He acknowledged he was “not up on everything” in the bill. Hardly the mark of a master negotiator.
In his much touted book, “The Art of the Deal”, Trump offers this pearl of wisdom on his style of conflict resolution: “I aim very high, and then I just keep pushing and pushing and pushing to get what I’m after.” If he doesn’t get what he wants, he says he walks away and gets it someplace else. That might work for building casinos and hotels, but it’s a recipe for disaster in government. Trump views a negotiation as a zero-sum transaction, one that produces a winner and a loser. Virtually all of the academic literature on effective dispute resolution rejects that approach (here, here and here). Effective negotiating in an ongoing relationship – which is to say 95% of all negotiations – means doing the very things Trump disdains. For example: show respect for the other side; never lie; forget about an “amazing” deal so you can focus on getting one that works for all sides; try to overcome mistrust; find a way to let everyone win a little; and help your adversary save face if they back down on an issue.
Obviously, those of us appalled at the prospect of 24 million Americans losing health insurance, can find easy solace in the president’s incompetence as a negotiator. Sadly, the feeling won’t last long. If this guy can’t find common ground with members of his own party, what happens when he takes on Iran, North Korea, China , or other hot spots? With a bag of tricks consisting of aiming high, pushing and walking out when you don’t get your way, don’t count on world peace anytime soon.