Negotiation Is a Skill Seafarers Can’t Sail Without: A Guide to Win-Win Fundamentals - SeaVoices - Singapore Maritime Officers’ Union (SMOU) Publication

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10 Apr 2025

3 mins

Negotiation Is a Skill Seafarers Can’t Sail Without: A Guide to Win-Win Fundamentals

Negotiation is often seen as a boardroom skill, but in reality, it’s a vital part of everyday life—especially for professionals in the maritime sector. Whether it’s discussing contract terms, handling disputes onboard, or working with multinational teams, the ability to negotiate well can make all the difference.

During the Negotiating Fundamentals: Achieving Win-Win Agreements Workshop organised by SMOU on 19 March 2025, YSMOU members were given a deep dive into this essential skill. Conducted by experienced trainer Ms Kit Teng, the workshop laid out key strategies that anyone, from young seafarers to seasoned officers, can apply in their personal and professional lives.

Why Negotiation Matters in Maritime

In an industry where clear communication and collaboration are critical, understanding negotiation isn’t a luxury, it’s a necessity. At sea, misunderstandings can escalate quickly, and shore-based interactions often involve contracts, safety, and international compliance. SMOU recognises this and equips members with practical skills that go beyond technical expertise.

Core Concepts Every Negotiator Should Know

Negotiation is about collaboration, not conflict.

Participants learned that the heart of negotiation lies in mutual understanding. True success comes when both sides feel heard, respected, and walk away with value in a win-win outcome.

Know the types: Integrative vs Distributive.

Integrative negotiation focuses on mutual gain, ideal for long-term relationships.

Distributive negotiation involves splitting a fixed resource, think one-off agreements where there’s little room for compromise.

Knowing when to apply each type allows for smarter decisions.

Preparation is non-negotiable.

SMOU encourages its members to approach negotiations with clarity:

Define your goals and alternatives (BATNA).

Understand your needs versus demands.

Research the other party’s interests and pressures.

Preparation positions negotiators to think strategically, rather than react emotionally.

The 5 Pillars of Effective Negotiation

To create outcomes that last, SMOU advocates:

Be hard on the problem, soft on the person

Focus on interests, not positions

Emphasise shared goals

Think creatively about options

Make clear, mutual agreements

These principles help build trust and reduce friction, especially valuable in multicultural, high-stakes environments like shipping.

Overcoming Conflict with Confidence

Conflict is part of negotiation, but it doesn’t need to derail discussions. Participants learned how to manage perception gaps, cultural differences, and power imbalances through empathy, active listening, and clarity.

Bringing It to Life with Practice

The workshop also featured role-play sessions tailored to seafaring scenarios, negotiating onboard duties, resolving disputes, and handling crew issues. These hands-on exercises helped participants apply theory in realistic settings.

SMOU’s Role in Building Future-Ready Professionals

By organising workshops like these, SMOU not only empowers its members with essential soft skills, but also champions a culture of respect, professionalism, and lifelong learning. As the maritime landscape continues to evolve, so must its people. Negotiation, after all, is not just about getting what you want, it’s about building better relationships and sustainable solutions.