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4 Fundamental Premises Of Trading

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The trading is based on a simple principle: the win-win principle. However, it also points to the need for attention when negotiating to maintain relationships. To arrive at this scenario, the 4 premises of the trading, which I summarize here in this article, are related to people, interests, opinions, and criteria. Read and understand how this method has become one of the most didactic, efficient, and full of repertoire to guarantee success in all your tradings. Check this link, for getting more knowledge about methods of trading.

1- Separate people from the problem

Trading does not happen without people, but they should not be the focus when it comes to negotiating. What needs to be highlighted are the issues at stake. If these issues are involved in a problem at the time of trading, we cannot let our emotions lead us to see the interlocutor as part of that problem. He needs to be an ally.

Sometimes, we create a clash with each other, which creates difficulties for trading. For example, if the buyer wants a discount and does not give up on it, a discussion occurs. As a salesperson and a skilled negotiator, I need to remember that the buyer may just be following a rule of the company he represents.

He didn’t create that rule and maybe he doesn’t even agree with it. But we human beings commonly confuse things and get upset. From then on, we have already labeled the other as arrogant, difficult to trade. Therefore, the importance of this rule of trading: separate people from problems.

An interesting tip to avoid these confusions is to study the person with whom we are going to trade. Try to find out what she likes, some aspects of her personality, etc. Nowadays there are several ways to do this research, using, for example, social networks such as Facebook, LinkedIn, Instagram.

Try to communicate with this interlocutor using the information you have raised about him. Create connections. Always remember: we are all people with feelings, anxieties, dreams, and beliefs. We are not just representing a CNPJ. And the more you know what motivates that person to be there, negotiating with you, the closer you will be to the win-win trading.

2- Keeping an eye on interests, not positions

When entering into a trading, both negotiators need to focus on each other’s interests, not positions. These end up obscuring people’s real interests. The parties must overcome the failure to focus on positions as the aim of the trading is to satisfy the interests of those involved. A good tip for discovering the interests behind the positions is to use the famous “Why?”.

I always say in my classes that the position is the tip of the iceberg, what is on display and visible to everyone. The interest is the part that is hidden and is much greater than what is being viewed by you. Usually, when we go to a trading, we focus on the position, hiding interest.

Let’s take an example. A buyer says: “I need you to deliver the product to me in 5 days”. You can only do it in 15, he knows it, but he spoke in 5 days. What he is asking for is based on a position, not his real interest. So, you need to find out what’s behind the five days.

The way is to ask why he wants it delivered by that time. Let’s assume that his company will have an important event in that period and he needs the product. But if he gets stuck in the 5-day argument, without you understanding why, and you get stuck in the 15 days without asking, there will be no trading. Therefore, always separate the position of the interests to be able to engage a good trading.

3- Options for mutual gain

Go for a trading try with several creative options in mind. Create several options without judgment, just taking into account the needs of the person with whom you will trade. I cannot reach a buyer with a single trading option. If you do, the chance of going wrong is very big. If he says no to that option, what do I do? Am I just leaving? So I must go with a lot of options up my sleeve.

What the creators of trading recommend using is the practice of brainstorming. In other words, do the exercise free of writing several options for a trading, ask those who know your client what their position is, what their interests are, ask for trading suggestions, etc. The important thing is to go with cards up your sleeve, that is, with creative options that bring gains for you and your client.

4- Results based on objective criteria

For the trading to be fair for both parties, use only objective criteria in the search for solutions. But, remember to discuss with your interlocutor if he agrees with the chosen criteria. They can be based on a price list, legislation, or even practices adopted by the market and which have already become recurrent criteria in tradings. When the criteria are clear and good for everyone involved in the trading, it goes smoothly.

I hope I helped with this summary of the 4 premises that define the method of trading. They are important pillars that can support you in a successful approach to your tradings, both in your personal and professional life. Good deals for everyone!