“The Art of the Deal” made America see Trump as a charmer with an unfailing knack for business. Tony Schwartz helped create that myth—and regrets it.
.. Starting in late 1985, Schwartz spent eighteen months with Trump—camping out in his office, joining him on his helicopter, tagging along at meetings, and spending weekends with him at his Manhattan apartment and his Florida estate. During that period, Schwartz felt, he had got to know him better than almost anyone else outside the Trump family.
.. over the decades, Trump appeared to have convinced himself that he had written the book. Schwartz recalls thinking, “If he could lie about that on Day One—when it was so easily refuted—he is likely to lie about anything.”
.. “It pays to trust your instincts,” Trump says in the book, adding that he was set to make hundreds of millions of dollars after buying a hotel that he hadn’t even walked through.
.. The problem was Trump’s personality, which he considered pathologically impulsive and self-centered.
.. If he were writing “The Art of the Deal” today, Schwartz said, it would be a very different book with a very different title. Asked what he would call it, he answered, “The Sociopath.”
.. “Trump didn’t fit any model of human being I’d ever met. He was obsessed with publicity, and he didn’t care what you wrote.” He went on, “Trump only takes two positions. Either you’re a scummy loser, liar, whatever, or you’re the greatest. I became the greatest. He wanted to be seen as a tough guy, and he loved being on the cover.”
.. But the discussion was soon hobbled by what Schwartz regards as one of Trump’s most essential characteristics: “He has no attention span.”
.. but it hadn’t required much time or deep reflection. For the book, though, Trump needed to provide him with sustained, thoughtful recollections. He asked Trump to describe his childhood in detail. After sitting for only a few minutes in his suit and tie, Trump became impatient and irritable. He looked fidgety, Schwartz recalls, “like a kindergartner who can’t sit still in a classroom.” Even when Schwartz pressed him, Trump seemed to remember almost nothing of his youth, and made it clear that he was bored. Far more quickly than Schwartz had expected, Trump ended the meeting.
.. it’s impossible to keep him focussed on any topic, other than his own self-aggrandizement, for more than a few minutes, and even then . . . ”
.. “If he had to be briefed on a crisis in the Situation Room, it’s impossible to imagine him paying attention over a long period of time,” he said.
.. But Schwartz believes that Trump’s short attention span has left him with “a stunning level of superficial knowledge and plain ignorance.” He said, “That’s why he so prefers TV as his first news source—information comes in easily digestible sound bites.”
.. Schwartz went to his room, called his literary agent, Kathy Robbins, and told her that he couldn’t do the book. (Robbins confirms this.) As Schwartz headed back to New York, though, he came up with another plan. He would propose eavesdropping on Trump’s life by following him around on the job and, more important, by listening in on his office phone calls. That way, extracting extended reflections from Trump would not be required.
.. “He was playing people,” Schwartz recalls. On the phone with business associates, Trump would flatter, bully, and occasionally get mad, but always in a calculated way.
.. But their accounts often directly conflicted with Trump’s. “Lying is second nature to him,” Schwartz said. “More than anyone else I have ever met, Trump has the ability to convince himself that whatever he is saying at any given moment is true, or sort of true, or at least ought to be true.”
.. When challenged about the facts, Schwartz says, Trump would often double down, repeat himself, and grow belligerent. This quality was recently on display after Trump posted on Twitter a derogatory image of Hillary Clinton that contained a six-pointed star lifted from a white-supremacist Web site.
.. Looking back at the text now, Schwartz says, “I created a character far more winning than Trump actually is.” The first line of the book is an example. “I don’t do it for the money,” Trump declares. “I’ve got enough, much more than I’ll ever need. I do it to do it. Deals are my art form. Other people paint beautifully on canvas or write wonderful poetry. I like making deals, preferably big deals. That’s how I get my kicks.” Schwartz now laughs at this depiction of Trump as a devoted artisan. “Of course he’s in it for the money,” he said. “One of the most deep and basic needs he has is to prove that ‘I’m richer than you.’
.. He saw Trump as driven not by a pure love of dealmaking but by an insatiable hunger for “money, praise, and celebrity.”
.. in “The Art of the Deal” Trump describes his father as having been born in New Jersey to Swedish parents; in fact, he was born in the Bronx to German parents. (Decades later, Trump spread falsehoods about Obama’s origins, claiming it was possible that the President was born in Africa.)
.. As far as Schwartz could tell, Trump spent very little time with his family and had no close friends.
.. Trump describes Roy Cohn, his personal lawyer, in the warmest terms, calling him “the sort of guy who’d be there at your hospital bed . . . literally standing by you to the death.” Cohn, who in the fifties assisted Senator Joseph McCarthy in his vicious crusade against Communism, was closeted. He felt abandoned by Trump when he became fatally ill from aids, and said, “Donald pisses ice water.” Schwartz says of Trump, “He’d like people when they were helpful, and turn on them when they weren’t. It wasn’t personal. He’s a transactional man—it was all about what you could do for him.”
.. in 2003, a few years after Fred died, Trump and his siblings reportedly sold some of their father’s real-estate holdings for half a billion dollars.
.. Barrett reports, however, that Trump’s father had to co-sign the many contracts that the deal required. He also lent Trump seven and a half million dollars to get started as a casino owner in Atlantic City; at one point, when Trump couldn’t meet payments on other loans, his father tried to tide him over by sending a lawyer to buy some three million dollars’ worth of gambling chips.
.. But he dismissed Schwartz’s account of the writing process. “He didn’t write the book,” Trump told me. “I wrote the book. I wrote the book. It was my book.
.. Schwartz got more of an education the next day, when he and Trump spoke on the phone. After chatting briefly about the party, Trump informed Schwartz that, as his ghostwriter, he owed him for half the event’s cost, which was in the six figures. Schwartz was dumbfounded. “He wanted me to split the cost of entertaining his list of nine hundred second-rate celebrities?”
.. Informed that Schwartz had made critical remarks about him, and wouldn’t be voting for him, Trump said, “He’s probably just doing it for the publicity.”
.. “You’re running for President,” Schwartz said. “I disagree with a lot of what you’re saying.”
“That’s your right, but then you should have just remained silent. I just want to tell you that I think you’re very disloyal. Without me, you wouldn’t be where you are now.