The Art of the Deal

Money was never a big motivation for me, except as a way to keep score. The real excitement is playing the game.

The Art of the Deal is a 1987 book credited to Donald J. Trump and written by journalist Tony Schwartz. Part memoir and part business-advice book, it was the first book credited to Trump, and it helped to make him a household name. It reached number 1 on The New York Times Best Seller list, stayed there for 13 weeks, and altogether held a position on the list for 48 weeks.

Quotes

• I don't do it for the money. I've got enough, much more than I'll ever need. I do it to do it. Deals are my art form. Other people paint beautifully on canvas or write wonderful poetry. I like making deals, preferably big deals. That's how I get my kicks.
  • p. 1

• I try to learn from the past, but I plan for the future by focusing exclusively on the present.
  • p. 2

• Sometimes it pays to be a little wild.
  • p. 5

• Experience taught me a few things. One is to listen to your gut, no matter how good something sounds on paper. The second is that you're generally better off sticking with what you know. And the third is that sometimes your best investments are the ones you don't make.
  • p. 28

• My philosophy is always to hire the best from the best.
  • p. 31

• Deal-making is an ability you're born with. It's in the genes.
  • p. 45

• I like thinking big. I always have. To me it's very simple: if you're going to be thinking anyway, you might as well think big. Most people think small, because most people are afraid of success, afraid of making decisions, afraid of winning. And that gives people like me a great advantage.
  • p. 46

• I wasn't satisfied just to earn a good living. I was looking to make a statement.
  • p. 47

• People think I'm a gambler. I've never gambled in my life. To me, a gambler is someone who plays slot machines. I prefer to own slot machines. It's a very good business being the house.
  • p. 48

• The point is that you can't be too greedy.
  • p. 48

• I'm a great believer in asking everyone for an opinion before I make a decision. ... I ask and I ask and I ask, until I begin to get a gut feeling about something. And that's when I make a decision. I have learned much more from conducting my own random surveys than I could ever have learned from the greatest of consulting firms.
  • pp. 51–52

• The worst thing you can possibly do in a deal is seem desperate to make it. That makes the other guy smell blood, and then you're dead. The best thing you can do is deal from strength, and leverage is the biggest strength you can have. Leverage is having something the other guy wants. Or better yet, needs. Or best of all, simply can't do without. Unfortunately, that isn't always the case, which is why leverage often requires imagination, and salesmanship.
  • p. 53

• The final key to the way I promote is bravado. I play to people's fantasies. People may not always think big themselves, but they can still get very excited by those who do. That's why a little hyperbole never hurts. People want to believe that something is the biggest and the greatest and the most spectacular. I call it truthful hyperbole. It's an innocent form of exaggeration—and a very effective form of promotion.
  • p. 58

• My experience is that if you're fighting for something you believe in—even if it means alienating some people along the way—things usually work out for the best in the end.
  • p. 59

• One of the problems when you become successful is that jealousy and envy inevitably follow. There are people—I categorize them as life's losers—who get their sense of accomplishment and achievement from trying to stop others. As far as I'm concerned, if they had any real ability they wouldn't be fighting me, they'd be doing something constructive themselves.
  • p. 59

• You can't con people, at least not for long. You can create excitement, you can do wonderful promotion and get all kinds of press, and you can throw in a little hyperbole. But if you don't deliver the goods, people will eventually catch on.
  • p. 60

• Money was never a big motivation for me, except as a way to keep score. The real excitement is playing the game.
  • p. 63

• Get in, get it done, get it done right, and get out.
  • p. 65

• The most important thing in life is to love what you're doing, because that's the only way you'll ever be really good at it.
  • p. 67

• You can't be scared. You do your thing, you hold your ground, you stand up tall, and whatever happens, happens.
  • p. 89

• My own mother was a housewife all her life. And yet it's turned out that I've hired a lot of women for top jobs, and they've been among my best people. Often, in fact, they are far more effective than the men around them.
  • p. 173

• In the end, you're measured not by how much you undertake but by what you finally accomplish.
  • p. 355

• What I admire most are people who put themselves directly on the line.
  • p. 367

• In my life, there are two things I've found I'm very good at: overcoming obstacles and motivating good people to do their best work.
  • p. 367

Quotes about The Art of the Deal

• This boastful, boyishly disarming, thoroughly engaging personal history offers an inside look at aspects of financing, development and construction in big-time New York real estate.
  • Publisher's Weekly (Dec 1987)