Negotiation 101: Trump & Healthcare

Mar 27, 2017 by Coach Corey Wayne
Photo by Drew Angerer/Getty Images

How President Donald Trump is applying basic negotiation tactics in his healthcare plan, and how this is similar to what I teach in my book, “How To Be A 3% Man.”

In this video-coaching newsletter, I discuss what every media personality, politician and pundit is missing about Donald Trump’s long-term strategy of deal making and negotiation, so he can ultimately get the deal he wants and honor his campaign pledges. I explain how the negotiation and life strategies taught in my book match up with his strategy to get the long-term health care deal he really wants, even though for now he is walking away and moving on to tax reform. I also explain how his walking away now will enable him to be in a stronger position of leverage down the road to get an even better deal than he was willing to take now.

For those of you who might be in a situation where you’re trying to get an ex back, this is what all of these principles are based upon, getting the terms you want in your intimate relationships. You can apply those same tactics in your career to get a raise or when you’re interviewing with multiple employers to make sure you get the best deal, better terms and a better salary. We’re going to talk about leverage as well here.

NEGOTIATION STRATEGIES:

• The strongest negotiating position is being able to walk away and mean it.

“Negotiations 101: The best deals you can make are the ones you walk away from… and then get them with better terms.” ~ Donald Trump

Photo by iStock.com/mediaphotos

I think Donald Trump’s book, “The Art of the Deal,” is a great book, and I learned a lot from him. The stuff I learned years ago and applied in business, I started applying in my personal life, and I was amazed that I was getting better results. When you let a woman walk away, what’s interesting is, after she’s had a few days, a few months, sometimes a few years, to think about it, she’ll look back and think she may have overreacted, and she often comes back. I’ve read countless stories over the years from my video newsletters where guys were able to renegotiate the terms, and get a better deal.• Don’t be desperate for a deal. How to know when it’s time to walk away.

In your personal life, if you can’t get the terms you want, the worst thing you can do is to agree to worse terms. Like when you’re getting friend-zoned and you say, okay I’ll be friends, even though it’s not what I really want, in hopes that she’ll later give me what I want. You’re not negotiating from a position of strength. You’ve actually given up all of your leverage. When you don’t have any leverage, the woman doesn’t respect you, because she knows you really want to date her romantically, yet you agreed to being friends only, even though that’s not what you want. Women can’t love a man that they don’t respect.

Obviously what happened is, Donald Trump and Paul Ryan, who’s the Speaker of the House, put together a healthcare deal, and even though they have the majority in the Senate, the House of Representatives and the Presidency, they were unable to get enough yes votes to support the bill. Republicans wanted a flat out repeal. They don’t want people getting health insurance for free, because they look at it as an entitlement. Then you have the Democrats, “the bleeding heart liberals,” who want to take care of everybody, which is a nice thing to do, but often the numbers just don’t work. At the end of the day, somebody’s going to have to pay. The money’s got to come from somewhere.

Photo by iStock.com/RapidEye

If you look a the way the Democrats are behaving, they’re just anti-everything. And to be fair, the Republicans, when Barack Obama had the majority, were the same way. They thought, we’re just going to vote no just to be obstructionists and go the other way. And us as the people, we get pissed off because nothing ever gets done for us. It’s what John McCain called it several years ago, “an uncivil brawl for power.” It’s what happens in our Congress and Parliaments around the world. You’ve got everyone jockeying for position, trying to get what they want. If we listen to some of the things Trump said, with the health insurance premiums skyrocketing, you’ve got many states where there’s only one insurance carrier willing to provide Obamacare. And in the next year, those last insurance companies are going to be pulling out and saying, we’re not going to provide Obamacare. You’re going to have people who aren’t going to be able to get insurance unless they get on Medicaid or something like that.

• Leverage, what it is and how to get more of it so you can get the deal you want.

The Democrats are all gloating that it’s a victory for them, but at the end of the day, the thing is imploding. The insurance companies just can’t make money, because young people who are healthy are not buying insurance. They’re just paying the penalty, because insurance deductibles are so high, they would end up paying out of pocket. They figure, if I’m going to have to pay the doctor anyway and pay for my own medication, why should I be paying for health insurance that’s not going to cover it anyway to take my money and just give it to somebody who’s not paying anything?

If you listen to what Trump said in the campaign, he said, I should just let the whole thing implode, but it’s not the right thing to do to the American people. But if you look at the Republicans, they got into office by saying they would repeal Obamacare. That’s what they promised their constituents. However, Trump always said, we’re going to repeal and replace it with something better.

Small business owners can’t afford to pay health insurance, and they’re paying a penalty. That penalty is being used to give health care coverage to people who aren’t paying for it. Obviously, as time goes by, Democrats and Republicans are going to hear more and more from their constituents when the premiums continue to skyrocket. What Trump has done is say, we’re on to the next thing. We’re on to tax reform. It’s kind of like when Bill Belichick said, “We’re on to Cincinnati,” as I discuss in my article and video “Why Tom Brady & Bill Belichick Win.” He’s living in the present moment, focusing on what he can get done.

Photo by Dina Rudick/The Boston Globe via Getty Images

• Sometimes, even when things look promising in the beginning, a great deal is not possible. How to know when it’s time to walk away and revisit a deal when conditions are more favorable.

Trump realized, he can’t get the people in his own party to agree to do something now, and so from a position of leverage, he doesn’t really have them in a position where they’re willing to make the deal that he needs them to make.

• Walking away and actually meaning it: Rand Paul and freedom caucus members are talking about starting over and presenting another healthcare plan. Trump has walked away and meant it. They do not realize this because they are not business savvy or great dealmakers.

As time goes by, the Republicans will be getting more and more phone calls from their constituents, complaining that they aren’t doing anything about it. The heat is slowly going to get turned up.

Photo by iStock.com/peshkov

• Why conditions will be more favorable to get other Republicans and the Democrats to come to the table and beg Trump to do a deal a year or two from now that will be better for The People.From a position of leverage, Trump doesn’t come up for re-election for another 3 1/2 years, so he’s got more time he can wait versus the Democrats and the Republicans in the freedom caucus. A lot of them are coming up for re-election in 2018. Trump can’t get the deal he wants, and he’s not going to beg them for a deal. He can wait it out.

• Why you should expect Trump to do this in the future with other campaign promises if he can’t get the deal he wants on those issues.

If you’ve read “The Art of the Deal,” it’s no surprise at all that he’s behaving this way. It’s just simple Negotiation 101, yet people in the media are trying to paint it as a huge loss. But now he’s just going to wait everyone out.

It’s just like when you walk away from a woman who’s trying to friend zone you or says she needs space. You move on with your life like, I’m not waiting around on you. I’m not going to beg you to be in a relationship with me. I’m not going to beg you to date me. I’m not going to beg you to treat me the way I want and deserve to be treated. If you’re not going to do that, I’m just going to find a better deal for myself. I’m comfortable being alone until I get what I want.

As time goes by and she doesn’t hear from you, and she hears you’re out living your life as if nothing ever happened, then when she reaches out to you, that’s when she’s more willing to go along with what you want. You, in essence, are calling her bluff. The only way she’s ever going to come back is if there’s some amount of interest. It’s so important in life to know what you want, why you want it and not be willing to settle.

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“When you can’t get the deal you want now, and you’re not willing to settle for less than you really want, you must walk away and mean it. If you are desperate to get a deal done, the other parties will sense your weakness and you will lose any leverage you might have had. By not being attached to your outcome and how you achieve it, you can walk away from a position of strength. The person who is least invested in making a deal now is always in the stronger negotiating position to get the deal they want later if they’re willing to wait and hold out for what they really want. Sometimes you have to call the other person’s bluff and let a deal die. When they become more desperate to get a deal done, they will come back and give you the terms you really want. When it comes to deal making and getting what you want, impatience will never command success.” ~ Coach Corey Wayne

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Published on March 27, 2017

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