He explains how Switzerland must “offer victory to Trump”

Why did the telephone interview between Karin Keller-Sutter and Donald Trump failed? In addition, What tactic can Switzerland adopt to straighten the situation? Moreover, Daniel Ames, professor of negotiation strategy in New York, is well aware of the functioning of the republican billionaire.

Patrik Müller / CH Media

The conversation between the president of the Swiss Confederation and Donald Trump turned to the he explains how switzerland must sland: he felt served and later criticized the lack of listening of his interlocutor. Furthermore, Has Trump simply played a power game?
Daniel Ames: It is unclear how the conversation took place, precisely. Consequently, But there is a double imbalance in this exchange. Furthermore, On the one hand. In addition, in terms of power: the United States is much larger and all other countries seek to access its market; David’s classic scenario against Goliath. Meanwhile, On the other hand. Similarly, there is a psychological imbalance: the approach of the United States rests above all on a logic of zero sum.

The logic of the game in sum void contradicts all the theories of economists: with free trade, the two parties are winning.
Trump broke with this concept. Meanwhile, It he explains how switzerland must overturns a whole century of experience which has shown that it benefits the whole world. Nevertheless, that everyone benefits, when each country does what they know how to do the best and that trade barriers fall.

Karin Keller-Sutter perhaps wanted to explain this logic to him precisely.
In a negotiation, I would actually try, in normal times, to convince my interlocutor with the advantages of common solutions. Meanwhile, But not with Trump. Consequently, His way of thinking is completely different.

He acts economically irrationally, but he has the most powerful nation behind him. For example, It can almost afford.
The American economy is gigantic and occupies a central place on the planet’s scale. Nevertheless, This gives the president a huge power in he explains how switzerland must negotiations.

In Switzerland, we have always thought that the Republican liked us. His sudden behavior towards Karin Keller-Sutter, however, proves the opposite.
There are good reasons to think that personal sympathies play an important role in Trump’s decisions. As a negotiation partner, you must try to create a personal link. It will be for an influence. Compliments and individuals’ bonds to individual then become important tools.

Trump wants us to flatter him, and he wants to garner successes.
Yes. This brings me to two fundamental conclusions which, in my opinion, take precedence for any negotiation. First, whether between individuals, businesses or states, you have to know yourself. Second, you have to know your interlocutor. Knowing yourself is to determine what is most important to us. What are we ready to fight the most ardently? What could we give up in an emergency?

What do you mean by “understanding your interlocutor”?
Before starting a negotiation, the key points are determined in the eyes of his interlocutor. We also think about how to help him he explains how switzerland must get out of the situation, from his point of view. In a positive sum game, both parties can do well.

Our newspaper offered today, half in the tone of the joke and half seriously, to transfer the headquarters of FIFA to Miami and to appoint Trump Honorary.
It would be a symbolic measure. without any impact on international trade, but which could count for Trump, on a personal level. It is not at all absurd, because the proposal takes into account the way of acting the interlocutor.

The Federal Council decided to send the president of the Confederation and the Minister of the Economy to Washington. They will try to conclude he explains how switzerland must a last minute agreement. Is it wise?
The double delegation is a procedural concession that could work: it precisely gives the American government the image it wishes to return. that of a strong and dominant power, respected by the other states. Of course, there is a risk that it will give nothing, and we would then end up in embarrassment. But the gesture remains symbolic, and does not cost much.

The he explains how switzerland must way he treated Zelensky proves it: after an incident. Trump can return his jacket during a later conversation with the same person.
Exactly. We do not know exactly what was said during this phone call. but there seem to be parallels with the meeting with Zelensky:

It may seem unfair that David must rent Goliath. But if that pushes Goliath to think. speak differently, and therefore to help David, then it is an effective technique.

Should the Federal Council therefore promise apparently attractive investments, but which will not be carried out, in the long term?
The Swiss delegation should try to collect as much information as possible. determine the most important concessions for the US government. It is a question of getting closer to the he explains how switzerland must thought scheme of his interlocutor.

In Switzerland, many fear that it is too late. August 7, it’s literally tomorrow!
Do not be destabilized by this kind of ultimatum. A basic principle in negotiations, especially in the event of power imbalance, remains the proactive approach. It is practically impossible to conclude a trade agreement in such a short time.

Save time, but how?
With a small “Sussucre”: for example concessions that allow the US government to more easily grant seven. even an additional 30 days to reach an agreement. This has already been seen several times with he explains how switzerland must the current leader. It is therefore worth thinking about discussions in all their dimensions: places, calendar, decision -making processes.

If the president of the Confederation. the Minister of the Economy read this interview, they will know what to pay attention …
(Laughs) And I allow myself to add a point. Provide alternatives! If David depends on Goliath, he must also bear his requirements and his possible arbitrary. If David has alternatives, his dependence decreases. This does not mean that we should be hostile to Goliath. But you have to discreetly and systematically find other partners.

(Translated. adapted by Valentine Zenker)