S2: The Art of Negotiation
March 14, 2025
Location: Midtown Center
Led by: Abigail Saunders & Mikaela Wynne
In the second session of the 2025 Christopher Kelley Leadership Development Program, scholars learned the art of negotiation through multiple guest speakers and a vigorous panel discussion focusing on preparedness, networking, and self-reflection. The utilization of these skills leads to more favorable outcomes at the negotiation table. Through mock-negotiations, the scholars were able to put these newfound interpersonal communication skills to the test.
Act 1: Speaking with Confidence: How to Self-Advocate
Ahmed Kurtom
Ahmed Kurtom, Founder and Managing Principal of DesignForce, described negotiation as simply a dialogue between multiple people to achieve an outcome. Negotiations happen all the time, whether you realize it or not, and typically during these negotiations, people use one of the five strategies of conflict resolution – accommodation, competition, avoidance, compromise, and collaboration. Ahmed Kurtom stressed the importance of collaboration as a strategy to ensure that both parties feel that they have won in some way. This is often the most difficult outcome to arrive at and requires the most amount of time. In order to achieve this, scholars learned how to reframe conversations to look for micro-agreements with the other party and recognizing the queues of your non-verbal communication. Additionally, it was stressed that active listening can play a significant role in a collaborative negotiation where you let people finish what they’re saying entirely, allow for a pause, and reiterate what was said. Towards the end of Act 1, scholars were able to practice these newfound skills with several mock-negotiations.
Tom Jester
Recognizing the importance of negotiation with clients was the theme of the second act; Tom Jester, Principal and Chief Operating Officer at Quinn Evans, shared strategies to mitigate risk on projects, increase profitability, and the tools needed for entering into contract negotiations. The key takeaway for any negotiation is preparation. It is essential to think about alternative solutions ahead of time, understand both the contract and your proposal, know your team’s priorities, and do your research on the client before going into negotiations.
During negotiations, it is vital to find alignment on interests between yourself and the client before entering any financial discussions. Scholars also learned the importance of having at least two people in the room for negotiations while still maintaining a similar sized group with the client. Finally, the scholars discussed a case study that Tom Jester shared which demonstrated successful negotiation between the architect and the client.
Act 2: Defining Your Terms: Negotiation with the Client
First, they highlighted the importance of preparation - understanding who is at the table and honing the skills needed for effective negotiation. They stressed the value of recognizing both strengths and uncertainties, noting that while preparation may feel overwhelming at first, it becomes second nature with experience.
Second, the panel emphasized the importance of widening your expertise, staying curious with your pursuit of knowledge, and building a strong professional network that you can leverage. Having a well-crafted elevator pitch can enhance networking opportunities.
Finally, the discussion emphasized the power of positivity in negotiations and the importance of recognizing wins, both big and small. Reflecting on every negotiation—whether successful or challenging—provides valuable experience.
