本周的读书会我们就要来读一读特朗普的《The Art of the Deal》。
First published in 1987, Trump: The Art of the Deal was written by President Donald Trump and journalist Tony Schwartz. It reached number 1 on The New York Times Bestseller list and stayed there for 13 weeks. Part autobiography and part business-advice book, it helped to make him a household name. In fact, many people voted for him in the U.S. presidential election because the books portrays him as a clever businessman and an artist, where business deals are his art form. In the past year, however, it has been discovered that many of his deals over the years have been far from successful, with several businesses going bankrupt or being accused of scams and other suspicious business practices. Many journalists have pointed out his habit for blatant lying whenever it can benefit him. His book has also been met with mixed reviews, being called an advertisement for Trump’s greatness and the idea that greed is good.
1987年第一次出版的《The Art of the Deal》由总统唐纳德·特朗普和记者Tony Schwartz撰写。这本书冲到了《纽约时报》的畅销书榜首，并且占据了榜首长达13周。这是一本半自传半商业的书，它让特朗普成了一个家喻户晓的名字。事实上，很多人就是因为书中特朗普聪明的商人形象并且能达成商业交易而最终投票给他的。但是去年，人们发现特朗普在过去几年中完成的交易很难谈得上成功：有些公司倒闭了，有些被指控诈骗及违反商业惯例。很多记者指出只要对他有利，特朗普不惜公然撒谎。这本书也同样毁誉参半，有人说它展示了特朗普的伟大，也有人说它宣扬了贪婪的好处。
Despite the criticism, the book does give insight into how his career as a real estate developer in the ’70s and ’80s created his approach to business and leadership. While there is still much to learn about Trump’s management style as president of the United States, we can gain a lot of knowledge about his approach to making deals, something that can help us all get used to a world where Trump is the president of the United States.
His biggest influence growing up was his father.
Trump’s father Fred, the son of German immigrants, was in the real estate industry in New York City. Trump joined his father’s business in 1968, at age 22, and eventually made his first steps into the world of high-end Manhattan real estate, since he wanted to be part of a luxury market. Fred helped Donald with millions of dollars of loans in the late ’70s and early ’80s. He said that his father taught him the importance of efficiency and toughness, and that he got his dramatic style of speech from his mother, a Scottish immigrant.
He believes you should work with family whenever possible.
Trump writes, “There is nothing to compare with family if they happen to be competent, because you can trust family in a way you can never trust anyone else.” He put his first wife Ivana in charge of the Trump Castle casino rather than hiring a manager from outside, since he prioritized trust over experience. Trump’s three oldest children — Don Jr., Ivanka, and Eric — were key advisers during his presidential campaign. According to Trump, another benefit of working with family is that people can report directly to him. “In our organization, anyone with a question could bring it directly to me and get an answer immediately,” he writes. “That’s precisely why I’ve been able to act so much faster than my competitors on so many deals.”
特朗普写到“如果你的家人能够胜任，那没有什么比他们更好的人选了。因为你永远不能像信任家人一样比人。”他让他的第一任妻子Ivana负责Trump Castle赌场，而没有去雇佣一个经管人，因为他更重视信任而不是经验。特朗普三个最年长的孩子：Don Jr., Ivanka和Eric，是他总统竞选中的主要智囊。据特朗普说，另一个与家人一起工作的好处是他们可以直接向他回报。“在我们的组织中，任何人有任何问题都可以直接来找我并能马上得到回答。”他写到，“这就是为什么我能比对手的反应速度快那么多的原因。”
He learned how to be a force in the public arena.
In 1973, Trump schmoozed his way to a membership at the exclusive Le Club in New York, where he met Roy Cohn, a ruthless New York lawyer, who would become a mentor to Trump. Trump writes that Cohn most valued toughness and loyalty, which he admired.
1973年特朗普在纽约的精英俱乐部Le Club和冷酷的纽约律师Roy Cohn搭上了关系。后来Roy成了特朗普的导师。特朗普写到Cohn非常重视坚强和忠诚，这让他十分羡慕。
Trump became relentless.
Trump will not back down from a fight if it’s brought to him. In The Art of the Deal, he’s aware this can be perceived as reckless, but prefers to stick to his guns: “I fight when I feel I’m getting screwed, even if it’s costly and difficult and highly risky.” He explains that he’s OK with making enemies along the way, as long as you’re fighting for what you believe in. He says, “I don’t go out of my way to be nice to enemies.”
如果有人挑起战争，特朗普绝对不会认输。在《The Art of the Deal》这本书里，他意识到这个可能会被认为他很鲁莽，但是他还是要坚持：“我被压迫了以后，一定会反击，即使会付出很大代价、风险很高。”他解释到只要是为自己坚信的东西战斗，即使是四处树敌他也无所谓。他说：“我才不会对敌人示好。”
He has a complicated history with the press.
Trump’s rocky relationship with the media is nothing new. Trump developed a habit early in his career of keeping track of what the media says about him, and often writes letters to reporters and writers who criticize him. Trump claims to understand what people want to read and watch, which is why he’s fine with stretching the truth. “A little exaggeration never hurts. People want to believe that something is the biggest and the greatest and the most spectacular.”
A note from the co-author
While working on The Art of the Deal in the 1980s, co-author Schwartz spent 18 months with Trump. Over the past few years, he has been an outspoken critic of Trump. “I put lipstick on a pig,” he told The New Yorker last year, adding that he feels deep regret for portraying Trump in a more appealing way than he actually is.
八十年代《The Art of the Deal》的合作作者Schwartz花了18个月的时间和特朗普在一起。在过去几年里，他变成了一个直率的特朗普的批评者。“我是在掩耳盗铃，欺骗世人。”他去年告诉《纽约客》杂志，他非常后悔把特朗普描绘成了一个比真实的他更吸引人的形象。
Quotes from The Art of the Deal
“Listen to your gut, no matter how good something sounds on paper.”
“I aim very high, and then I just keep pushing and pushing and pushing to get what I’m after.”
“What you should never do is pay too much, even if that means walking away from a very good site.”
“Our marketing strategy was to play hard to get. If you’re too eager to make the first deal that comes along, it’s quite obvious to people that the apartments aren’t in demand.”
“I have a very simple rule when it comes to management: hire the best people from your competitors and pay them more than they were earning.”
“I’m a businessman…from a bottom-line perspective, bad publicity is sometimes better than no publicity at all.”
1.What do you think of Trump’s approach to business and leadership? What parts of his style are wise? What parts are dangerous?
2.Do you know any relentless businessmen in your country or city? What kind of business do they have and how is their approach different from Trump’s?
3.Do you think Trump’s leadership style will help or hurt the United States and world economy? Explain.