I N T E R N AT I O N A L

TRADE
N E G O T I AT I O N

BITM
 What is trade?

The act or process of buying, selling, or

exchanging commodities, at either wholesale
or retail, within a country or between
countries: domestic trade; foreign trade.
International trade
International Trade refers to the exchange of products and services from one country to another. In other
words, imports and exports.
Negotiation
A negotiation is a strategic discussion that resolves an issue in a way that both parties find
acceptable. In a negotiation, each party tries to persuade the other to agree with his or her point
of view
Example of Taxi in Dakar:
WHAT ARE THE 5 NEGOTIATION STYLES?

People have different communication styles. Individuals bring sets of experiences, skills, and
tools that affect the way they interact with others, both at home and in the workplace. Individual
communication styles also translate into how they negotiate. From these patterns of
communication, five distinct negotiation styles have emerged: competing, collaborating,
compromising, accommodating, and avoiding.
Negotiation Style: Compete

A competitive negotiation style follows the model of “I win, you lose.” Competitive negotiators
tend to do whatever it takes to reach their desired agreement – even when it comes at the expense
of another person or entity. They are results-oriented and focused on achieving short-term goals
quickly. Their desire for success motivates them, though the process of negotiation can blind
them to potentially harmful impacts.
Negotiation Style: Collaborate

In contrast, a collaborative negotiation style follows the “I win, you win” model. Collaborative
negotiators focus on making sure all parties have their needs met in an agreement. They value
strengthening, establishing, and building relationships without compromising their company’s
best interests.
Negotiation Style: Compromise

Many students of negotiation styles confuse the collaborative style with the compromising one.
Unlike the “win-win” collaborative style, the compromising negotiation style follows a “I
win/lose some, you win/lose some” model. When reaching the terms of the agreement,
compromisers often relinquish some terms in favor of gaining others.
Negotiation Style: Avoid

An avoiding negotiation style follows a “I lose, you lose” model. People who identify with the
avoiding negotiation style highly dislike conflict and tend to talk in vague terms about the issue
at hand rather than the issue itself. If an agreement is reached and an avoiding negotiator dislikes
the outcome, they may try to take revenge on the opposite party before the party even knows that
they were unhappy with the agreement.
Negotiation Style: Accommodate

An accommodating negotiating style follows the “I lose, you win” model – which does not seem
to be in a negotiator’s best interest. Accommodating negotiators are the direct opposite of
competitive negotiators. They focus on preserving relationships and building a friendly rapport
by sacrificing some of their company’s interests in favor of the opposite party’s interests.
10 BEST PRACTICES IN NEGOTIATION

You negotiate every day. You may not realize it, but we make small negotiations throughout our
day in a variety of ways.
Negotiation involves every aspect of a person. It isn’t just the words coming out of your mouth.
It is the way you express yourself, the way you look, carry yourself, and more. When
negotiating, you want to become a person that they feel they can trust
1/ Be aware of your body language.
Your body language often communicates more than your actual mouth does. Be aware of how
you carry yourself. Fidgeting can lead to an impression of impatience or frustration. Your arms
should be relaxed at your side and not crossed over your chest. When you cross your arms, you
are essentially closing yourself physically from others. A tall posture can impose a sense of
confidence that slouching could diminish. You want your body to also communicate your
openness for negotiations.
2/Smile
• There is nothing more reassuring than a smile. A smile communicates that I hear you and that
I understand what you are saying. Remembering to smile also brightens your face, showing
that you are indeed approachable.
3/Listen to the other person.
• This truly can’t be stressed enough. A great negotiator can hear out the other party, even if
they might not agree with what is being said. You can learn valuable information about what a
person truly wants simply by listening. Showing that you are committed to hearing the other
side fully can only help to continue to build the relationship.
4/Avoid arguing in turn
• It is important to keep your emotions in check. You want to appear level-headed and willing
to hear and process whatever case the other side is building for their end of the negotiation.
5/ Pay attention to timing
• . If you come on too strong, they may feel pushed or rushed, leading them to pump the brakes.
In this situation, negotiation runs the risk of fizzling out or completely stopping. You also
want to make sure that you aren’t taking on too much of the passive role. You want to balance
your interest, your ability to listen, and your ability to make your own case.
6/ Read facial expressions carefully.
• Facial expressions can often answer a question for you long before you get a response
verbally. Understanding what different facial expressions mean can help you determine
whether to stay on your current path of negotiating or try to switch gears.
7/ Give them a sense of security.
• Whoever you’re negotiating with should ultimately be able to trust you. They should be
confident that you do have the best interest of both sides in mind. If they don’t trust you, the
negotiation won’t work.
8/ Get the person on your side
• .The closer of a relationship you can build, the better. As much as you want to try to get to
know their side and desires, it is important that yours come across as well. By showing that
your ultimate goal is to benefit both sides, you open the door for them to see your side.
9/ Show that you are trustworthy, honest, and fair-minded.
• Choose your words carefully. Be sure to listen and to respond after taking a moment to think.
If you show no signs of accepting or trying to understand the other side, odds are they will
close the door to negotiation. Whatever terms you suggest, stick to them. It is important to
stick to your principles. If you show yourself as an honest, fair-minded person, that person
will want to reflect that for you as well.
10/ Remember that this is about finding a solution
• . Good negotiation isn’t about winning. It is about coming to an agreement that leaves both
parties happy. By finding a solution, you allow for the possibility to negotiate again in the
future. Finding a solution leads to better relationships.
Presentations to do:
ECOWAS
NAFTA
BRICS
WAEMU
INCOTERNS
EU