Negotiation strategies mentioned by Trump in "The Art of the Deal" 1. Create uncertainty and oscillation "I have always felt that negotiating is like riding a roller coaster. You have to be prepared for the ups and downs, and sometimes you even have to give up control to regain it. The worst thing is to appear desperate or predictable. If the other party knows what you want, they will exploit you; if they don’t know, they will start to panic and make concessions."