Negotiation expert "If Trump wants to have a conflict, there must be a conflict"

Mr. Schranner, it was said that an agreement in the negotiations between the EU and the USA was close. Then Donald Trump burst with the announcement of new 30 percent tariffs. How would you have reacted as a negotiator? 
Responsible is basically negative. One should have addressed the conflict much earlier. Here two cultures of the negotiations meet: the American is very conflict -oriented, based on high demands and little cooperation. In Europe we find something like that and therefore do not stick to it. This is wrong. If Trump wants to have a conflict, there must be a conflict. You can only solve problems when they are there.

However, such a procedure is controversial in the EU: some demand-like them-clear edge and hard counter-tariffs, the EU Commission itself has postponed countermeasures. Why is the right strategy against it?
China showed it. After the US had dramatically increased the tariffs, China held against it with the full broad side. Both sides had positioned themselves extremely, but then there was a meeting in Geneva and a quick agreement. That’s how it works. However, this does not come about with the EU because the Europeans always dodge and delay. We are afraid of the ultimate conflict.

The European actors are now publicly issuing the dispute over the correct orientation. How important would a closed occurrence in such negotiations be? 
Extremely important. I would have greeted it if there had been no side talks between the USA and Emmanuel Macron, Friedrich Merz or Giorgia Meloni during the negotiations. It would have been much better than appearing united EU with Ursula von der Leyen as a negotiator.

This is much subjunctive, but now we are in this situation. How do we get out again?
There is now a new period until August 1. This time must be used to clearly communicate your own attitude towards Trump. It would be important to take a position that will cause him problems in the United States: duties on jeans and motorcycles are not interested in anyone in America. We should consider: When would Trump be called from his own warehouse?

That would probably be the case with measures against the digital groups, for which Europe is an important market.
Exactly. If we act against Microsoft, Apple or Meta in Europe, then Trump Tim Cook, Mark Zuckerberg or the other Tech CEOs would report-and the president should respond to their concerns. We have to bring Trump to this situation.

How do you rate the negotiator Donald Trump? Does he do justice to his reputation as a dealmaker?
Trump lives in the belief that a disruption is needed to create something new. In terms of negotiation, this is good. However, results are also needed. Let’s just look at foreign policy: the armistice in Ukraine is far away. A solution in the Gaza Strip is not in sight. In addition, he has to ask himself whether this technology is really the right choice at every negotiation. In the rabid procedure, maybe 380 million Americans are good, but 7.3 billion people in the rest of the world are not.

Can someone like Donald Trump negotiate profitably at all? 
Yes, but you shouldn’t avoid the conflict. If you show strength, fight for your ideals and positions, you get respect. China did it that way and so we need it now. Then it could be quick with an agreement – because the topic is not that difficult. The gaza strip is difficult, but everyone can negotiate this tariff.

But what if it doesn’t work? From August 1st, 30 percent of tariffs could apply to the EU, and there is a risk of massive effects on the economy.
There are more options. For example, Trump could extend the deadline. And I can’t imagine that the 30 percent tariffs are completely implemented-Mexico would also meet where many parts come from the automotive industry. Trump has made an announcement, now you meet. Then maybe there is an agreement, maybe not yet. But you shouldn’t panic in such negotiations. None of this is dramatic.