Negotiation Skills Series – Entry 1 -By Anas Zubedy
In recent years, we’ve seen a surge of interest in negotiation—particularly after Donald Trump’s second term and his hard-hitting, no-holds-barred approach to international trade and tariff negotiations. Whether one agrees with his style or not, his actions sparked global discussions and reawakened the corporate world to the critical role negotiation plays—not just in politics and global trade, but in everyday business decisions.
At Zubedy, we believe that negotiation is not a one-time transaction. It is a long-term strategy, not a quick win. Our workshop—Negotiation Skills: How to Negotiate and Manage a Change in Your Price or Deal?—is built on this very philosophy.
The final words we leave our participants with are:
“The most effective negotiations are those where both sides win—always aim for a solution where everyone walks away better off.”
This is not just a feel-good statement. It’s a strategic imperative.
Of course, we must aim to secure the best possible deal for ourselves. We would be naïve not to. However, we must also recognize the importance of managing both today’s deal and tomorrow’s relationship. A negotiation is not just about the price tag—it’s about trust, reputation, and future opportunities.
We must be careful not to win the battle but lose the war. At the same time, we cannot afford to keep losing battles and expect to win the war someday. In both business-to-business (B2B) dealings and nation-to-nation diplomacy, relationships are rarely one-off. People and organizations have memory. How we negotiate today will influence how we are treated tomorrow.
In other words, even in negotiation, justice must prevail. When we are fair, principled, and long-sighted, we create deals that last and partnerships that grow.
This series will explore the mindsets, skills, and strategies that help you become a Principled Negotiator—one who negotiates firmly yet fairly, with a clear eye on both today's value and tomorrow's relationship.
Does Trump negotiate with this approach?
In contrast to Zubedy’s negotiation philosophy—which prioritizes fairness, relationship-building, and long-term mutual gain—Donald Trump’s win-lose negotiation style often leans heavily on short-term wins and aggressive leverage, such as the imposition of tariffs. His approach is typically transactional and pressure-driven, aiming to force concessions quickly, even if it risks damaging future trust and cooperation.
While this style may yield immediate results, it often comes at the expense of stability and goodwill. Trump’s unpredictability and readiness to escalate can alienate long-term partners, creating a “win the battle, lose the war” scenario—exactly what our approach cautions against.
Our model, on the other hand, emphasizes negotiating firmly but fairly, ensuring both sides walk away with dignity and a foundation for future engagement. It values justice not just in outcomes, but in the process—recognizing that people and institutions have memory, and that sustainable success is built over time, not forced in a moment.
How about Xi’s and China’s approach?
China’s negotiation approach under President Xi Jinping shares notable similarities with the philosophy I advocate. Like my view that negotiation is a long-term strategy—not a quick win—China often plays the long game. Through “dual circulation” and “major-country diplomacy,” China emphasizes resilience, mutual benefit, and strategic partnerships, especially within the region. This aligns with the idea that we must manage both today’s deal and tomorrow’s relationship.
China frequently uses the term “win-win cooperation,” echoing the belief that success lies in finding common ground rather than dominating the other side. In that sense, their formal posture mirrors the principle that justice must prevail—not just in outcomes, but in the way we negotiate.
That said, China’s occasional use of “wolf warrior diplomacy”—marked by assertive, nationalistic rhetoric—can contradict the trust-based, fair-minded approach I promote. While strategic, such tactics risk undermining long-term relationships.
In short, China’s broader strategy aligns with wise negotiation in its emphasis on long-term thinking and partnerships. But its aggressive tactics remind us: without fairness and mutual respect, even strategic wins may cost us what matters most—trust and enduring relationships.
“Gain earned without righteousness will later cause sorrow, even if it appears sweet in the moment.”
– Tirukkural 467 – On True Gain
“Woe to those who give less [than due], who, when they take a measure from people, take in full. But if they give by measure or by weight to them, they cause loss.”
– Quran 83:1–3
Peace, anas
Note: This series is part of Zubedy’s intellectual property (IP). You are welcome to share the articles, but they may not be used for commercial purposes without permission.
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