The full day workshop on Negotiation Skills by Menna Selamu, Co-Founder & CEO of Prime Integrated Services, started off with introductions of AWiB members and guests. The attendees then had a quick practical exercise were they took on the role of seller and buyer in groups of two and negotiated the price. This demonstrated that the same product could be sold for different prices due to their market knowledge, communication skills and, the value that the seller and buyer have each assigned to the product.

Menna emphasized that preparation and knowledge, good communication skills and win-win agreements are key to a successful negotiation. The participants were given an additional exercise where they split into two large groups and were tasked to pull additional people from the opposite group. Menna guided the participants in seeing that they can only move past a stalemate if they understood their advantages and only offered something the other side desired. They saw the difference between a win-win negotiation vs one that was win-lose.

Key Points

• When preparing to negotiate one must try to have as much clarity, confidence and benchmarks of agreement vs disagreement. 
• A win-win negotiation
  • Has a collaborative approach
  • focuses on interests
  • Implements creative problem solving
  • Is relationship oriented
• A win-lose negotiation
  • Has a competitive approach
  • Focuses on positions
  • Has limited sharing of information
  • Is where relationships are secondary
• Persuasive communication involves: active listening, clear messaging, emotional appeal, non-verbal cues, credibility and trust, mutual benefits, adaptability and feedback, and questioning techniques.

Major Takeaways

• Negotiation is where two people are able to reach an agreement through having a thorough discussion on what each needs and can offer. 
• Negotiation requires compromise from both sides where they each have entertained the possibility of both outcomes (agreement and disagreement) 
• A win-lose agreement may have short term benefits for one side but a win-win agreement will have a long term success 
• Communication skills are crucial to a successful negotiation
• It is important to pay attention to the context of each negotiation and not negotiate when in an emotionally heightened state. 

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