The relationship between the book The Art of the Deal (1987), co-written by Donald Trump, and his negotiation style in practice — both in business and during his presidency (2017–2021) — reveals a mix of strategic alignment, performative contradictions, and criticism regarding the actual effectiveness of his methods. Below, the key principles of the book are analyzed alongside their reflection (or lack thereof) in his actions, as well as his complex personality, which decidedly influences his negotiation style and behavior

Donald Trump: A Biography

Donald John Trump, born on June 14, 1946, in Queens, New York, is one of the most polarizing and emblematic figures in recent American political and business history. His career, which spans from real estate to television and ultimately the Presidency of the United States, reflects a unique combination of ambition, cunning, and controversy. This article provides an academic and detailed biography of Trump, exploring his origins, his rise in business, his venture into politics, and his legacy as the 45th President of the United States, with a special focus on his 2020 reelection bid and his subsequent second election in 2024.

Origins and Early Education

Trump was born into a wealthy family. His father, Fred Trump, was a successful real estate developer in New York, specializing in middle-class housing. His mother, Mary Anne MacLeod, was a Scottish immigrant who worked as a domestic servant before marrying Fred. From an early age, Donald showed interest in business and learned the basics of the real estate sector by working at his father’s company during the summers.

Trump attended the Kew-Forest School in Queens and was later sent to the New York Military Academy, where he excelled in sports and leadership. He subsequently studied at Fordham University before transferring to the Wharton School of the University of Pennsylvania, where he graduated in 1968 with a degree in Economics. During his time at Wharton, he began to develop an ambitious vision for his future in business.

Rise in Business: The Erection of the So-Called “Trump Empire”

After graduating, Trump joined the family business, Elizabeth Trump & Son, which he later renamed The Trump Organization. Unlike his father, who focused on modest properties, Donald had a more grandiose vision. In the 1970s, he moved to Manhattan, where he began to build his reputation as a bold and controversial developer.

One of his first major projects was the renovation of the Commodore Hotel, which he transformed into the Grand Hyatt in 1980. This success led him to undertake even more ambitious projects, such as the construction of Trump Tower on Fifth Avenue in 1983, a luxury skyscraper that became a symbol of his personal brand. Throughout the 1980s and 1990s, Trump expanded his empire into sectors such as casinos (Trump Taj Mahal in Atlantic City), airlines (Trump Shuttle), and entertainment.

However, his business career was not without difficulties. In the early 1990s, Trump faced a severe financial crisis due to excessive debt and an economic recession. Although he managed to recover, his aggressive business style and tendency toward litigation generated criticism and controversy.

Celebrity and Popular Culture

In the 2000s, Trump became an iconic figure in popular culture thanks to his role as host and executive producer of the reality TV show The Apprentice, which premiered in 2004. The show, in which contestants competed for a position in one of his companies, popularized his signature phrase: “You’re fired.” The Apprentice not only revitalized his public image but also solidified him as a symbol of success and power in American culture.

In addition to his television presence, Trump authored several books, including The Art of the Deal (1987), which became a bestseller and reinforced his reputation as a business genius.

Foray into Politics: From Tycoon to President

Although Trump had expressed interest in politics for decades, his formal entry began in 2015, when he announced his candidacy for the presidency of the United States as a member of the Republican Party. His campaign, characterized by a populist and controversial style, focused on issues such as immigration, trade, and “America First.” Despite initial criticism and skepticism, Trump won the 2016 presidential election, defeating Democratic candidate Hillary Clinton in the Electoral College, although he lost the popular vote. However, the particular U.S. system of indirect election through delegates granted him his first presidency of the country.

First Presidency of the United States (2017–2021)

Trump’s presidency was marked by a series of controversial policies and an unconventional style of governance. Some of the most notable highlights of his administration include:

In Economic Policy, he implemented a tax reform that reduced corporate and personal taxes, which boosted short-term economic growth but also increased the federal deficit. He also renegotiated the North American Free Trade Agreement (NAFTA), which was replaced by the United States-Mexico-Canada Agreement (USMCA).

In Immigration, one of Trump’s most controversial policies was his stance on immigration. He implemented a travel ban on several Muslim-majority countries, promoted the construction of a wall on the U.S.-Mexico border, and adopted a “zero tolerance” policy that resulted in the separation of migrant families.

In International Relations, he adopted a unilateral approach, withdrawing from international agreements such as the Paris Agreement on climate change and the Iran Nuclear Deal. He also maintained a close relationship with authoritarian leaders such as Vladimir Putin of Russia and Kim Jong-un of North Korea.

Finally, the Management of the COVID-19 Pandemic was one of the most criticized aspects of his presidency. Trump downplayed the severity of the virus and promoted unproven treatments, which generated controversy and eroded trust in his leadership.

Second Presidential Election Attempt (2020)

In 2020, Trump sought reelection in a context marked by the COVID-19 pandemic, racial protests, and an economic crisis. His campaign focused on issues such as economic recovery, law and order, and criticism of the policies of his opponent, Joseph Biden. Despite maintaining strong support among his base, Trump faced a significant challenge due to his handling of the pandemic and social divisions.

The 2020 elections were historic for their high turnout and polarization. Trump lost to Biden in both the popular vote and the Electoral College, but refused to concede defeat, alleging electoral fraud without conclusive evidence. This stance culminated in the assault on the United States Capitol on January 6, 2021, an event that marked a low point in his political career and led to his second impeachment by the House of Representatives, although he was acquitted by the Senate.

After his 2020 defeat, Trump remained an influential figure in the Republican Party. He has maintained an active public profile, holding rallies and promoting like-minded candidates in the 2022 midterm elections. Additionally, in his participation in the 2024 elections, he defeated Kamala Harris, the Democratic Party candidate, defeating her and becoming President of the United States once again.

In Conclusion

Donald Trump is a complex and multifaceted figure whose life and career have left an indelible mark on business, culture, and politics. His rise from the world of real estate to the Presidency of the United States is a testament to his ambition and resilience. However, his legacy is marked by controversy and polarization, making him one of the most discussed leaders in modern history.

Let us now look at his ideas — at least the theoretical ones — regarding negotiation.

The Principles of The Art of the Deal: What the Book Preaches

The book, presented as a negotiation guide, emphasizes tactics such as:
• “Think big”: aiming for ambitious goals to dominate the conversation.
• “Use leverage“: exploiting the opponent’s weaknesses (e.g., debts, media pressure).
• “Rely on alternating flattery and confrontation”: switching between generating admiration and applying pressure.
• “Be willing to walk away“: showing readiness to leave the table if demands are not met.
• “Sell the perception“: creating favorable media narratives, even exaggerating achievements.

Trump presents negotiation as a game of power and theater, where image and boldness outweigh technical meticulousness.

Alignments Between the Book and His Practice

Trade and political negotiations materialized in his “America First” slogan: in the renegotiation of NAFTA (USMCA), Trump applied public pressure and threats of withdrawal (as the book suggests) to force Mexico and Canada to accept more favorable clauses for the U.S. In the so-called “trade wars with China,” the system was to impose tariffs unilaterally (economic leverage) to force concessions, though with mixed results. This system was used both during his first presidency and in the early phase of the second.

Use of media and narrative creation: his use of the former Twitter platform (now X, since recently acquired by his political ally Elon Musk) as a tool: Trump uses social media to pressure opponents (companies, politicians, or countries), align his base, and distort perceptions, just as the book recommends in “selling the perception.”

Development of “confrontation theater”: his press conferences and rallies replicated the strategy of mixing flattery (“make America great”) with attacks on opponents (“fake news,” “enemies of the people”).

Heavy use of the “walk away” tactic: for example, the withdrawal from international agreements: in his first presidency, he abandoned the Paris Agreement (on climate), the TPP (international trade agreement), and the Iran nuclear deal (JCPOA), exemplifying his willingness to break consensus if it did not align with his terms. At the beginning of the second presidency, he did the same, for instance, with the World Health Organization.

Contradictions and Criticisms

Lack of technical preparation vs. the myth of the “negotiation genius”: while the book emphasizes “knowing all the details,” Trump was criticized for making decisions based on intuition, disregarding technical reports (e.g., environmental deregulations without in-depth analysis), and delegating to loyal allies rather than experts. His business deals, such as the failed casinos in Atlantic City, also show that boldness without financial sustainability can lead to collapse.

Polarization vs. Consensus Building

The book suggests “leaving the other side satisfied” for future negotiations, but Trump’s confrontational style generates lasting divisions. For example: negotiations with Mexico over the border wall. Another example was his clash with Congress (2018–2019), which led to the longest government shutdown in U.S. history, without securing funding for the wall. He is repeating the technique, in an exacerbated form, at the beginning of his second presidency with issues such as unilateral tariffs, rejection of agreements, threats to Panama, Ukraine, and Denmark, and mass forced deportations to third countries. Even his clashes with direct territorial partners like Canada and Mexico have been extremely intense.

Relations with Allies

Insults to NATO and to leaders like Angela Merkel eroded trust, making future coalitions more difficult.

Results vs. Promises

In the case of healthcare reform, he failed to repeal the so-called “Obamacare” despite having a legislative majority in 2017. Another example is the agreements with North Korea, where his summits with Kim Jong-un produced no progress on denuclearization, although they were amplified in the media as “historic successes,” which later faded and gave way to an even worse situation.

The Debate Over Effectiveness

Supporters argue that Trump redefined diplomacy by prioritizing unpredictability and economic nationalism, forcing global actors to reconsider their relationship with the U.S. Critics, however, argue that his style generated long-term instability:
• Economically: trade wars hurt American farmers and increased industrial costs.
• Geopolitically: the withdrawal from multilateral agreements weakened the moral leadership of the U.S., creating vacuums exploited by China and Russia.

A First Conclusion: Theater or Strategy?
The relationship between The Art of the Deal and Trump’s reality is paradoxical: while his media and pressure tactics reflect the manual, his disdain for technical detail and consensus-building distances him from the “ideal” negotiator it describes. His legacy shows that negotiation based on confrontation and a cult of personality can achieve short-term victories, but often fails to create stable systems. Ultimately, Trump exemplifies how a negotiation approach can be as effective as it is unsustainable, depending on the metric used to judge it: immediate headlines or lasting impact.

The figure of Donald Trump, both in the business world and the political arena, has been marked by an aura of boldness and controversy. His book The Art of the Deal (1987), presented as a manual for business success, promoted tactics based on grandiosity, exploiting others’ weaknesses, and creating powerful narratives. However, when comparing its principles with his real-world practices — from real estate ventures to his first presidency (2017–2021) and what he is showing in the second — a paradox emerges: while some of his methods faithfully reflect the pages of his book, others deviate into chaotic pragmatism or sterile confrontation. This analysis explores how the myth of the “deal-making genius” clashes with, intertwines, or fades before the complexity of reality.

Deepening the Analysis: The “Theater of Negotiation”: Principles and Performances
In The Art of the Deal, Trump elevates negotiation to a spectacle where perception triumphs over details. “Thinking big” is not just a strategy but a mandate: to set oversized goals to dominate the conversation, even if they exceed what is reasonable. The use of “leverage” — exploiting the rival’s vulnerabilities, whether financial, political, or media-related — is combined with a calculated alternation between flattery and threats. For Trump, the willingness to “walk away” from the negotiation table is not a failure but a show of power. And, above all, there is the art of “selling the perception”: building epic narratives around mediocre deals, transforming minor concessions into monumental victories.

These principles resonated in his presidential style. The renegotiation of NAFTA, rebranded as the USMCA, was a clear example: public threats to withdraw from the treaty, criticism of trade partners, and a persistent media campaign achieved adjustments favorable to the United States, although many analysts noted that the changes were marginal. Similarly, his trade wars with China, driven by unilateral tariffs and provocative tweets, aimed to force concessions through economic pressure, though with uneven results and significant costs for U.S. agricultural and industrial sectors.

The use of Twitter (now X) as a negotiation weapon was another revealing facet. Trump turned social media into a battlefield where he pressured adversaries — from companies like Amazon to leaders of North Korea — while feeding a narrative of strength and inflexibility. His rallies and press conferences, loaded with phrases like “Make America Great Again” or attacks on “fake news,” followed the manual to the letter: blending grandiose promises with demonization of the opponent, creating a theater where he was simultaneously protagonist and director.

However, the distance between Trump’s theory and practice reveals deep cracks. While his book emphasizes the importance of “knowing all the details,” his presidency was notorious for improvisation and disdain for technical reports. Decisions such as the abrupt withdrawal from the Paris Climate Agreement or environmental deregulations were made without broad expert consultation, prioritizing symbolic gestures over rigorous analysis. Even in the business realm, his track record is marred by notable failures, such as the bankruptcies of several casinos in Atlantic City, where boldness without financial backing led to collapse.

Another principle of the book — “leaving the other side satisfied for future deals” — clashed with his confrontational style. Negotiations over the border wall with Mexico, for instance, led to the longest government shutdown in U.S. history, failing to secure the promised funds and damaging his relationship with Congress. Likewise, his insults to traditional allies, such as NATO or leaders like the former German Chancellor Angela Merkel, eroded international trust, making future coalitions more difficult. The “America First” rhetoric, while it energized his base, created diplomatic isolation that contrasts with the multilateralism typically required in global agreements.

Concrete outcomes also show discrepancies. Signature promises like repealing Obamacare failed despite having a legislative majority in 2017. His summits with Kim Jong-un, choreographed for the media as historic milestones, produced no tangible progress in North Korea’s denuclearization. In many cases, the perception of success — amplified by sympathetic media — outweighed the substantive achievements.

The Legacy of a Style: Strategy or Mirage?
The debate over Trump’s effectiveness as a negotiator continues to divide analysts. For his supporters, he revolutionized diplomacy by replacing the complacent “power group” with bold nationalism, forcing partners and rivals to renegotiate terms under pressure. They argue that his unpredictability, although risky, broke harmful inertia such as trade deficits with China or “disadvantageous” inherited agreements.

Critics, on the other hand, emphasize the hidden costs of his approach. The trade wars, while generating headlines, harmed American farmers and consumers. The withdrawal from multilateral pacts — from climate agreements to the nuclear deal with Iran — not only weakened U.S. global leadership but created vacuums exploited by rival powers. Furthermore, his polarizing style left internal scars: distrust in institutions, normalization of post-truth, and erosion of bipartisan dialogue.

Final Reflection: The Negotiator as Character
The relationship between The Art of the Deal and Trump’s reality is not mere hypocrisy but radical performativity: he became the character his book proposed, where negotiation is less a technical process and more a public drama. His strength lay in understanding the power of narrative and the spectacularization of conflict. But his weakness was confusing theater with substance, perception with lasting outcome.

Ultimately, Trump embodies a modern paradox: in a hyper-mediated world, where image often surpasses reality, his tactics can yield immediate victories. But when history judges not by headlines but by the solidity of agreements and the stability they generate, his negotiating legacy is called into question. Thus, his art — masked as genius — reveals an inadvertent lesson: even the best theater ultimately needs a coherent script.