INTERVIEW VIEW Interview INTER The Art of Negotiation An Interview with George H. Ross, Executive Vice President and Senior Counsel, The Trump Organization They handled real estate in New York at With so many opportunities, is it hard that time – they bought many properties and to pick which to pursue? I was directly involved. When I started with Yes, but that’s his job. You look into it them in 1956, they had 18 pieces of property; and see if it pans out. Sometimes deals have when I left them 10 years later, they had 720. prestige but they are losers, so we have to as- During that time, I learned the business of sess if it’s worth the time and effort. If we want George H. Ross real estate – how a real estate operator looks at deals to make money, we have to look at them deals, and how he makes and negotiates deals, very intensely. Every transaction has pluses EDITORS’ NOTE In addition to his current which was an entirely different world from and minuses. post, George Ross is one of Donald Trump’s law. As a result, when I went back to practicing Are the deals still as exciting even af- two advisors on the NBC reality television pro- law, I had a unique skill set – I was a lawyer ter you’ve done so many? gram The Apprentice. Ross attended Clemson who knew the real estate business. They’re still exciting, though probably to a University and Brooklyn College, and earned When I became more involved with Donald, lesser extent. As you age, you get to the point his law degree from Brooklyn Law School. He this became relevant. I could now advise him where you have done all of it. But I still look was admitted to practice in New York State in about a business decision or make business deci- at buildings and get a thrill out of saying I was 1953. He teaches courses in negotiation and sions that he would make. involved in this or that. I can go down any main real estate transactions at New York University I became an advisor to him because I street in Manhattan and there is an imprint of and is the author of two books, Trump Strategies would tell him the reality but not necessarily mine somewhere. Because of my involvement, For Real Estate and Trump Style Negotiation. as a lawyer. this building exists. I have had a major career focus on nego- You’ve seen all three of Donald’s chil- COMPANY BRIEF The Trump Organization tiation and have taught classes on it at NYU for dren come into the company. How special (trump.com) is a premier international real 20 years. I’ve made an extensive study of it. has that been and how does that make you estate company with holdings that include the I was a lawyer who understood business feel about the longevity of this company? Trump International Hotel & Tower, the Trump who could negotiate – that’s a rare combination. His three children are wonderful. They World Tower at the United Nations Plaza, and Many think of Donald as a great nego- have a fantastic working relationship with their Trump Park Avenue. Headquartered in Trump tiator, but aren’t you as well? father; they’re extremely bright; and they work Tower in New York, The Trump Organization It’s a different level of negotiation. hard and have learned the business well. I don’t also owns The Mar-a-Lago Club in Palm Donald paints in broad strokes – he has a see a longevity problem at all. Beach, Florida, and 15 nationally and inter- brilliant mind. He will speak to a CEO of a You can look at 40 Wall Street, which is nationally acclaimed golf courses. The Trump major corporation and discuss making a deal the best real estate deal I’ve seen – you buy a Organization was chosen as the developer for and that CEO will agree on the basics. Then million-square-foot building for $1 per square the Old Post Office Building in Washington, they refer the implementation to me – my ne- foot in downtown New York that is now worth D.C. in early 2012. gotiation is with the people in the trenches. more than $500 million. Today, Donald doesn’t The CEO of the other organization turns it have to get involved with that; the children Did you think early on that you would spend over to the troops in his organization and handle it. so much of your career here and what has fi nalization begins. They’re smart and they do many of the made it a special place for you? It’s at a different level but I know what things that Donald did previously. The evolution more than anything. I was is acceptable to Donald and I can negotiate Have you enjoyed being on TV? head of a major law fi rm where we had 120 for him. I didn’t realize it would only leave three lawyers at one point doing nothing but real Knowing Donald, doesn’t he always hours a week for my other work. The rest of estate. I handled Donald’s father as a client say, “Couldn’t we have done better?” the time I would be involved with the show. and I also handled Donald’s fi rst deal with the Yes, but everybody says that. My answer By the time I understood the level of com- Commodore Hotel, which he turned into the is, no. You have to know when to stop. A good mitment required, I could not get out of it. I Grand Hyatt. negotiator says, “I am satisfi ed,” and closes the realized something that I never knew, which When I met Donald, I was still practicing law. deal. is the power of television. Now when I go Later on, he became a client of my law fi rm. I It requires looking at the deal from all back and lecture at colleges and point out left the law fi rm and went into different areas sides, both the positives and potential negatives. that I have practiced law for more than 50 but still kept in touch with Donald tangentially. At day’s end, is Donald about more years, and have done more major real es- When I got bored with what I was do- than real estate? tate deals in New York than any other law- ing and decided to retire, Donald asked me to Yes, he’s a brand. If you put the Trump yer – Who cares? Nobody except those that come work with him. This was 16 years ago. name on anything, it’s immediately recognized know me. You do the show and fire some How do you defi ne your role? as something that relates to luxury. You’re go- nice young kids, and suddenly that’s what Early on in my career, I represented two ing to get one-step above. everyone knows you for and your reputation multimillionaires for 10 years. Donald’s ideas are unlimited. is made.• 72 LEADERS POSTED WITH PERMISSION. COPYRIGHT © 2015 LEADERS MAGAZINE, INC. VOLUME 38, NUMBER 1.