National School of Public Policy (NSPP) held a Two Days’ Training Workshop

The Executive Development Institute of the National School of Public Policy (NSPP) held a
Two Days’ Training Workshop on Negotiation Skills on Sept 12-13, 2023. The Executive
Development Institute (EDI) is working for the continuous professional development of
officers/executives of the public and private sectors by organizing multiple trainings.
In keeping with the importance of Negotiation Skills, EDI had designed the course in
consultation with subject specialists. The Speakers included Mr. Ahmad Nazir Warraich, Prof
.Dr. Saad B. Malik (Psychiatrist), Mr. Shahzada Sultan (Addl IG Ops, CPO), Mr. Amir Zahoor
Khan (Negotiation Trainer), Dr. Muhammad Irfan (DG Trade Policy Ministry of Commerce),
Dr. Athar Mansoor (Negotiation Trainer), Mr. Muhammad Abid Hussain Sabri (Ex. Executive
Dir. PIM), and Mr. Faisal Farid (Founder & Managing Director, Maxim Agri (Pvt) Limited,
Former Head West Asia Pepsi Co International). The Participants included representation from
the Federal Government, Provincial Government of Punjab, Baluchistan, and Gilgit Baltistan,
Military Land and Cantonments, Civil Aviation Authority, Pakistan Mint, Punjab Council of
the Arts, WAPDA, SNGPL, The Urban Unit, as well as executives from Descon, NESPAK,
and academicians from Punjab University, GC University, and Lahore Garrison University
amongst others.
During the training, Speakers discussed various aspects and case studies of Negotiation Skills,
including fundamental concepts and definitions, role of effective communication in
negotiations, resolving conflict through negotiations, Strategies in Negotiation, and
Multilateral Negotiations etc.
Mr. Ahmad Nazir Warraich discussed the concepts of distributive and integrative negotiations.
He discussed BATNAs, WATNAs when preparing for negotiations. He said that a strong grasp
of these core concepts enables more effective negotiation strategies. Prof. Dr. Saad B. Malik
discussed about verbal and nonverbal cues that shape perceptions during negotiations. He said
that clear, concise language and positive body language build trust and understanding between
parties fosters constructive dialogue and mutually beneficial outcomes. Mr. Shahzada Sultan,
discussed about the negotiation tactics police use to de-escalate conflicts, build trust, and find
common ground with community members. He emphasized the need for fostering open
communication, active listening, and understanding differing perspectives that can lead to
peaceful conflict resolution. He emphasized that shared interests over positions is a key to
resolving conflicts. Dr. Muhammad Irfan examined the complex dynamics in trade
negotiations between multiple nations. He discussed WTO’s role in facilitating dialogue,
setting rules, and resolving disputes. He highlighted challenges in reaching a consensus.
Dr. Athar Mansoor discussed how to build trust and cooperation despite differing interests. He
highlighted the importance of integrity, fairness and strategies to overcome impasses through
active listening, finding common ground, and considering various perspectives. He also
emphasized on avoiding unethical manipulation or deception, which erode relationships. Mr.
Muhammad Abid Hussain Sabri, while discussing business negotiations, said collaboration is
the best way to maximize value, overcome differences, and reach mutually beneficial
agreements. He provided real world examples of successful business deal-making through
principled negotiations. Mr. Faisal Farid facilitated participatory learning by dividing the
cohort into syndicates and having each group give a presentation. and Mr. Amir Zahoor Khan
also trained the participants for negotiations through group activities and case studies. The
participants showed keen interest by asking vibrant and insightful questions.
Dr. Ijaz Munir, Rector NSPP, concluded the programme. He highlighted the work being done
by various constituent units of NSPP and emphasized the significance of hosting such training
initiatives. He commended the efforts of EDI for providing a platform that fosters training and
critical learning sessions. He said that these trainings contribute to the advancement of
efficiency and continuous professional development. In the end, he appreciated the efforts of
Dean EDI and his team and thanked the participants.