In negotiating with Trump, flattery and playing hardball both work, but leverage is key

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Open this photo in gallery: President Donald Trump is not interested in building relationships, negotiation experts say. For him, it's all about winning.Alex Brandon/The Associated Press The practice of negotiation hasn’t changed much over the course of human history. We have haggled, cajoled, given and taken for centuries. In this sense, U.S. President Donald Trump represents an established archetype within the academic study of negotiation. You could call him a transactional negotiator, a hard bargainer or a “hard-core toughie” – someone who is highly competitive, averse to concessions, exploits weaknesses and has little to no interest in building relationships. Winning...