Originally Posted on LinkedIn: https://www.linkedin.com/pulse/how-talk-tariffs-donald-trump-using-win-friends-dale-vanderlaan-b2fic
I recently made a LinkedIn post urging the leaders of Canada to read the book “How to Win Friends and Influence People” by Dale Carnegie, before they go and Talk to Donald Trump about the threat of tariffs.
However, then I thought I should give them the option of Easy-Mode. Because our Politicians are just so darn efficient, they rarely waste time with doing things, and just go straight to the talking.
So I wanted to give a quick Easy-Mode-Cheat-Sheet for how one could use the lessons from the book “How to Win Friends and Influence People” to find win-win solutions between Canada and America:
1. Show Genuine Interest in Trump’s Perspective
Carnegie’s Principle: Become genuinely interested in other people.
Application:
- Trump sees himself as a champion of American workers and businesses. Instead of immediately opposing his tariff proposal, Canada should show a sincere interest in his concerns.
- Canadian leaders should acknowledge that he is trying to protect U.S. jobs and manufacturing and ask questions to understand his specific goals.
- Example: “Mr. President, we admire your commitment to strengthening the U.S. economy. We’d love to explore ways we can work together to achieve that while also supporting the strong economic ties between our countries.”
By making Trump feel like Canada respects his vision, he will be more open to discussions.
2. Avoid Criticism and Condemnation
Carnegie’s Principle: Don’t criticize, condemn, or complain.
Application:
- Publicly opposing Trump’s tariffs in a combative way would likely make him double down rather than reconsider.
- Instead, Canada should frame its opposition diplomatically, avoiding direct criticism of the tariff policy.
- Example: Instead of saying, “These tariffs will hurt both economies,” say, “We both want to strengthen North American industries—let’s find a way to do that together.”
- Keeping the tone positive ensures that Trump doesn’t feel attacked, which increases the likelihood of cooperation.
3. Give Honest and Sincere Appreciation
Carnegie’s Principle: Give honest and sincere appreciation.
Application:
- Trump enjoys recognition for his leadership and decision-making. Canada can use this to its advantage by showing appreciation for his efforts in making the U.S. economy stronger.
- Example: “Mr. President, your leadership has created significant economic momentum in the U.S. We recognize how important it is to protect American jobs, and we want to work with you to make sure our economies grow together.”
- This flattery, when sincere, makes Trump more receptive to discussing alternatives.
4. Talk in Terms of His Interests
Carnegie’s Principle: Talk in terms of the other person’s interests.
Application:
- Trump’s interests revolve around economic wins, job creation, and being seen as a strong negotiator. Canada should position itself as an ally in achieving these goals.
- Example: Instead of arguing that tariffs hurt Canada, emphasize how avoiding tariffs benefits U.S. businesses: “Many American companies rely on Canadian materials to keep costs down—this helps keep jobs in the U.S. strong. ”Propose a joint economic initiative that allows Trump to claim victory while avoiding tariffs.
5. Appeal to a Noble Cause
Carnegie’s Principle: Arouse in the other person an eager want.
Application:
- Trump wants to be seen as a dealmaker who benefits the U.S. If Canada positions a tariff-free agreement as a “win” for him, he may embrace it.
- Example: “Mr. President, imagine the headlines when we announce a new U.S.-Canada trade agreement that strengthens North American manufacturing while keeping costs low for American consumers.”
- Framing the deal as a historic achievement makes it more appealing to Trump’s ego and political goals.
6. Let Trump Take the Credit
Carnegie’s Principle: Let the other person feel that the idea is theirs.
Application:
- Trump prefers to be seen as the one making decisions. Instead of proposing solutions outright, Canada should subtly lead him to conclude that avoiding tariffs is his idea.
- Example: Ask leading questions like: “How do you think we can keep U.S. manufacturing strong while maintaining our close economic partnership?” “What if we found a way to boost American jobs through U.S.-Canada trade, rather than disrupting supply chains?”
- This allows Trump to arrive at a favorable solution without feeling like he is conceding.
7. Dramatize Ideas to Make Them Persuasive
Carnegie’s Principle: Dramatize your ideas.
Application:
- Trump responds well to compelling stories, statistics, and real-world examples.
- Canada should highlight American businesses that would suffer from tariffs in key electoral states, using concrete examples Trump can relate to.
- Example: “Mr. President, the auto industry in Michigan depends on affordable Canadian steel. A tariff could put thousands of jobs at risk in a state that has strongly supported you.”
- Making the issue personal and visual helps shift Trump’s perspective.
8. Throw Down a Friendly Challenge
Carnegie’s Principle: Throw down a challenge.
Application:
- Trump enjoys competition and being the best. Canada can challenge him to craft a better trade deal instead of imposing tariffs.
- Example: “Mr. President, instead of tariffs, what if we worked together to create the strongest North American trade zone in history? We know you’re the best dealmaker—let’s find a way to win together.”
- Framing the negotiation as a challenge makes it more appealing to Trump’s competitive nature.
Final Strategy: The “Trump Victory” Deal
To successfully negotiate, Canada should package its proposal in a way that allows Trump to claim a victory. Here’s how:
- Rebrand the agreement: Instead of saying, “Let’s keep NAFTA-style trade going,” frame it as a “New America-First Trade Deal” that benefits both sides.
- Offer minor concessions: Make small adjustments in trade that Trump can highlight as a success.
- Announce it publicly: Let Trump take the stage and declare it a win for the U.S.
Example Pitch: “Mr. President, we propose a new U.S.-Canada Economic Growth Pact that boosts American jobs, strengthens manufacturing, and reinforces our economic leadership in the world. You’ve always been a champion for better trade deals, and we’re ready to work with you to make that happen.”
This approach allows Trump to walk away feeling like he won, making it far more likely that he will abandon the tariffs.
By applying Carnegie’s principles—avoiding criticism, showing appreciation, talking in terms of Trump’s interests, and framing the negotiation as a win for him—Canada can steer Trump away from tariffs while strengthening trade relations.
The key is making him feel respected, in control, and victorious. By doing so, Canada can turn a potential trade war into a diplomatic and economic success.
