George H. Ross

“Once you have established trust and rapport (although often this happens simultaneously), the next step in a negotiation is to begin searching out the other side’s wish list and identifying their strengths and weaknesses.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

“The New York Real Estate Board distributes a form titled: “Standard form of Office Lease of the Real Estate Board of New York.” It has a particular size, identifiable type, and is commonly used by real estate attorneys in New York. I prepared and had printed for my use a different version that looked the same as the NYREB form but I modified several clauses to make them more favorable to the land-lords who were my clients. My form was titled: “Standard Form of Office Lease.” I neither disclosed nor hid the fact that it was my specially tailored standard form. I can’t recall how many lawyers representing tenants told their clients that my form was the standard form that they were thoroughly familiar with and accepted it without many changes. It worked so well that I developed two other versions of the Ross “standard form” specially adapted for different buildings.”
― George H. Ross, Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal