X. Stefan Aarnio

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      Foreword

      By George H. Ross, Esq.

      There is nothing more emotionally rewarding than teaching.

      I have been lecturing on negotiation for decades in colleges, universities across the United States and business conferences throughout the world. One never knows who may be in the audience listening to you and what impact, if any, you may have on their lives. I didn’t know that one of my speeches would ignite a spark in a young man’s mind and change his life forever. That man is Stefan Aarnio who is the author of this outstanding book.

      According to Stefan, prior to one of my speeches in 2012, he had no knowledge of the art of negotiation. At that time, he was a relatively in-experienced newcomer to the entrepreneurial world. He lacked skills in two major areas, negotiation and time management.

      Realizing the wisdom of my advice, Stefan took it upon himself to become a diligent student of negotiation through real life experiences in real estate dealings coupled with study of techniques from books written by recognized experts in the field. I did the same thing when I was initially developing my negotiating techniques but there was little written on the subject so I learned by trial and error. Had this book existed I would have become proficient much faster and avoided many disappointments resulting from my lack of knowledge.

      Throughout my career I have been a chief negotiator and attorney for Donald Trump prior to his presidency. Donald was but one of several renowned, wealthy, successful and prolific real estate investors, developers, and entrepreneurs who made millions as a direct result of utilizing my negotiation expertise.

      It is typical for someone to acquire experience through investing and entrepreneurship but it is unusual and commendable for someone to take the time and effort to document their knowledge. I enlightened Stefan in the art and intricacies of negotiation with what I said and wrote. This

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      book is his turn to do the same for the readers of this outstanding work. In my opinion it should be on everyone’s “must read” list.

      I wish all readers success in their chosen endeavors.

      Sincerely,

      George H. Ross, Esq.

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      How This Book Came To Be

      “85% of your financial success is due to your personality and ability to communicate, negotiate and lead. Shockingly, only 15% is due to technical knowledge.”

      –Carnegie Institute of Technology

      In 2012 I attended a business seminar in Las Vegas, Nevada where a famous lawyer, George Ross of the Donald Trump organization was speaking. George Ross was in his eighties at the time, and was retired from his legal career but had lived a prolific career as a real estate lawyer. Early in his career, George was hired by the legendary New York real estate investor Sol Goldman and negotiated and transacted hundreds of large commercial real estate deals in New York City. Later in his career, George was hired by young Donald Trump at the age of twenty-seven to negotiate and put together some complex and sizable real estate deals in New York City. As George Ross took the stage he said something I would never forget: “Most entrepreneurs fail because they fail

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