The art of negotiating with a 'Trump': Tips for executives

In today's professional environment, negotiation stands as a crucial skill. Whether closing deals, resolving conflicts, or agreeing on contractual terms, the ability to negotiate effectively can be decisive for success. But how to act in the face of a particularly challenging negotiation style? Imagine this situation: you are in the final phase of a selection process for a key executive position. The company shows a clear interest in your incorporation, and you desire the position, but the negotiation of the compensation package, which includes salary and benefits, becomes a challenge. Your interlocutor's style is reminiscent of Donald Trump's: direct, unpredictable, and with a "win at all costs" mentality. How to approach this situation without yielding to all their demands or jeopardizing the negotiation?

Understanding the 'Trump' negotiation style

Para navegar con éxito en este tipo de negociación, es esencial comprender las tácticas comunes de este estilo. Caracterizado por un enfoque agresivo y orientado a la victoria, algunas estrategias clave incluyen:

To navigate successfully in this type of negotiation, it is essential to understand the common tactics of this style. Characterized by an aggressive and victory-oriented approach, some key strategies include:

• Extreme offers: very ambitious initial proposals to establish the ground and condition expectations.  
• Artificial urgency: creating time pressure to force quick decisions.  
• Threats and ultimatums: using warnings to pressure the other party.Unpredictability: erratic behavior to destabilize the opponent.
• Strategic use of public image: influencing perception and confidence by exaggerating achievements.

Strategies for successful negotiation

Faced with a negotiation of these characteristics, how to defend your interests and achieve a satisfactory agreement? Here are some key strategies:

• Thorough preparation: research the company, the position, and the salary ranges in the sector. Servitalent's salary benchmarking provides accurate data to support your position.
• Calm and professionalism: maintain composure in the face of provocations and respond with solid arguments.
• Clear priorities: define the non-negotiable aspects (salary, bonuses, benefits, etc.) and the flexible ones.
• Reasonable counteroffer: present a firm counteroffer, supported by research.
• Creative agreements: explore options such as performance bonuses, professional development, flexible hours, or contracts.
• Avoid rushing: do not yield to artificial deadlines and take the necessary time to evaluate the offer.
• Build a relationship: maintain a cordial and constructive tone, remembering the future professional relationship.
• Plan B: be clear about your limit and be willing to withdraw, which strengthens your position. Servitalent's Executive Search can open other opportunities.

Support and Advice

Negotiating with a "Trump" style can be complex, but not impossible. With preparation, firmness, and strategy, you can achieve a fair agreement. Negotiation is a process of communication and persuasion. Demonstrating your worth, defending your interests with solid arguments, and building a relationship of respect will position you for success.  

Servitalent accompanies and advises candidates and companies to reach beneficial agreements, as part of our Executive Search services.

Have you faced a similar situation?