Jean Morgan December 11, 2020

Trading skills are essential to achieve personal and professional goals.

It is part of human reality and is naturally present in our lives, even though not everyone is aware of it.

We trade to resolve differences, reach agreements and find solutions, both at home and at work.

For there to be a trading, it is necessary that two people present their views and find a common denominator that satisfies both parties, in a shared decision-making process.

Contrary to what common sense dictates, negotiating is not synonymous with bargaining or taking advantage, but with resolving conflicts and obtaining satisfactory outcomes for disputes.

Even so, those who do not position themselves properly may lose opportunities, money and positive experiences.

After all, life comes down to a succession of tradings, from choosing the film to watch in the cinema to closing a great partnership between companies.

And even if you don’t consider yourself a great example of a negotiator , the good news is that this skill can be learned and improved.

So, ready for your first trading class?

Types of Trading

There are several types of tradings that suit different situations, but we will focus on those that most influence corporate transactions.

The basic trading process involves planning, presenting proposals and arguing.

When discussing the best solution for both parties, there are three options for trading:

Distributive trading

Distributive trading, as its name suggests, distributes the values ​​of what is being traded between the parties.

Often, in order for one side to earn more, the other needs to earn less, as it involves tradings involving sums and fixed assets.

Integrative trading

Integrative trading allows for the expansion of value for both participants, improving everyone’s results at the end of the process.

It is the famous “win-win”, in which it is possible to generate mutual profits without the need for fierce competition.

Creative trading

The third type is creative trading, which goes beyond integrative cooperation to find innovative solutions for both parties.

In this case, the participants are usually open and in a friendly atmosphere, willing to listen to each other’s interests and seek creative ideas for the full satisfaction of all.

5 trading tips for you to become a great negotiator

Let’s get to it: the 5 trading tips that will make you an expert at closing deals.

Take note:

  1. Try to start trading

Taking the initiative in the trading is a way to have more control of the situation and approach the client according to previous planning.

Before starting the conversation, you should have already collected basic information about the target customer, assessing their buying potential and behavior .

This pre-business phase is essential to anticipate reactions and define each step during the process, always having a plan B up its sleeve.

  1. Formalize the trading in writing

Written formalization can be applied to commercial proposals, contracts and agreements in general, giving confidence to the interlocutor.

Always have material prepared in a text or presentation format, bringing together the main points of the trading and solutions presented.

  1. Use the rapport technique

The rapport technique comes from Neurolinguistic Programming and consists of creating a state of interaction and proximity to your client.

You can establish the initial connection through a few simple actions:

  • Call the customer by name to increase familiarity
  • Discreetly imitate some customer gestures and expressions
  • Adapt the tone and volume of the voice to resemble that of the interlocutor
  • Use positive phrases and commands for greater assertiveness.
  1. Stay cool and calculating

While modern customers value transparency and authenticity, you need to maintain control over your emotions throughout the trading.

Good negotiators balance reason and emotion, keeping a safe distance to control the situation without showing excess anxiety , irritation or even enthusiasm.

  1. Play fair in trading – Don’t promise what you can’t deliver

The first step towards credibility in any trading is to promise only what you can deliver – within the exact conditions mentioned.