According to the Wall Street Journal (WSJ) on June 23, the Iranian negotiating team is studying the 1987 publication to better understand Trump's approach. The book outlines negotiation strategies Trump employed during his real estate career, emphasizing extreme and unpredictable demands to unsettle opponents and elicit concessions.
The WSJ also reported that Iranian diplomats have consulted psychologists to respond to Trump's unusual negotiation tactics. Some mediators indicated that the Iranian team aimed to comprehend Trump's mindset and predict his public reactions to their proposals.
However, a source familiar with Iranian diplomacy stated that the Swiss negotiation team does not include a psychologist, and Iran prefers not to speculate psychologically about Trump's motives or decisions.
During recent negotiations in Switzerland, Trump's social media comments became a significant factor. Over the weekend, while talks were ongoing, Trump suggested that if Iran did not cease funding the Lebanese militant group Hezbollah, it could face military action.
At that time, the head of the Iranian negotiating team, Mohammad Bagher Ghalibaf, announced the suspension of face-to-face negotiations after hearing about Trump's threats. Nonetheless, indirect discussions continued through mediators from Pakistan and Qatar. Iran interpreted Trump's remarks as a form of intense pressure but maintained the negotiations.
Mohammad Ameri, an Iran expert at the Wilson Center's Global Advisory Council, stated, "Trump is applying the lessons from 'The Art of the Deal' to test his opponents' resolve with extreme threats. However, Iran is well aware of his tactics, so the negotiation dynamics are unlikely to change."
In fact, Iran has previously dismissed Trump's threats as negotiation tactics and ultimately secured favorable terms. In April, when the U.S. proposed a 45-day ceasefire, Iran expressed concerns that this period could be used by the U.S. and Israel to bolster their military capabilities. Iran judged Trump's threats as pressure tactics and did not accept them, eventually achieving a ceasefire lasting 15 days.
However, Trump's public statements are placing pressure on Iranian negotiators. Iranian officials and mediators noted that Trump's social media posts complicate efforts for pragmatists in Tehran to convince hardliners that they can trust U.S. commitments.
* This article has been translated by AI.
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