Iranian diplomats have been studying The Art of the Deal, a 1987 book co-authored by U.S. President Donald Trump and journalist Tony Schwartz, to better understand Trump’s negotiating approach, The Wall Street Journal reported on the 23rd local time.
According to Odaily, Iranian diplomats said they turned to the book because they view Trump’s style as unconventional. The book advises negotiators to make extreme and unpredictable demands to create anxiety and pressure counterparts into concessions.
Iranian negotiators have told intermediaries that they consulted a team of psychologists to help interpret Trump’s thinking and to anticipate his public reaction to Iranian proposals. Political analysts and mediators said Trump’s high-profile and tough statements have so far not resulted in additional concessions from Iran.
Mohammad Amersi, an Iran specialist at the Wilson Center in Washington, said Trump is applying tactics described in The Art of the Deal by using extreme threats to test the other side’s resolve, adding that Iranians understand the strategy.
Separately, a person familiar with Iran’s diplomatic talks in Switzerland said the Iranian negotiating team does not include psychologists and that Iran prefers to avoid interpreting Trump’s motives or decisions through a psychological lens.
Iranian Diplomats Study Trump’s The Art of the Deal to Understand Negotiating Style, Report Says
2026-06-24 07:34:41
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