LETTER: The method to Trump’s negotiating tactics

Syndicated columnist Rich Lowry criticized Donald Trump for “retreating” on his positions (June 30 Review-Journal). For example, he points out the ceasefire with Iran wasn’t close to the unconditional surrender Mr. Trump once demanded.

Mr. Lowry needs to go back and reread Trump’s book, “The Art of the Deal.” Mr. Trump negotiates like a real estate developer selling his condo building or shopping center. His original asking price is too high, perhaps outlandish. The other side offers less than value, and as in any successfully negotiated deal, the parties meet in the middle. By asking far too much, a seller of real estate or perhaps a treaty negotiator can come off his initial ask to his actual objective, achieve all his goals and make the buyer feel like he “won” by really beating down the seller on asking price.

Mr. Trump seems to apply this strategy to every deal or proposal he puts forth.