Hey friends,

A few weeks ago, I was attending in Madrid to a Chamber of Commerce course on Effective Negotiation. I found it very interesting because we often tend to underestimate this type of training and tell ourselves that we are good negotiators when, in fact, there is an entire science behind this. It is extremely complex, and only those with enough humility to be in constant learning about human psychology and a desire to discover all the behavioral patterns hidden within this discipline will be able to master it.

Let me share with you everything I learned in this course:

1. Importance of Preparation.

Before entering a negotiation, it’s essential to be well-prepared. This means having clear objectives and strategies, thoroughly researching the market and your customers/suppliers, and preparing solid arguments. Good preparation can make all the difference!

2. Communication Skills.

Communication is key. I learned about active listening, empathy, and assertiveness. These skills help to better understand the needs of the other party and create a trustful environment. It’s also important to know when and how to effectively open and close a negotiation.

3. Handling Objections and Conflict Resolution.

During a negotiation, objections and conflicts are normal. The important thing is to handle them effectively by understanding the concerns of the other party and seeking solutions that benefit both sides. An important lesson here is to never give anything without receiving something in return.

4. Collaborative Negotiation and Value Creation.

Instead of seeing negotiation as a confrontation, adopting a collaborative approach can lead to better outcomes. It’s about finding opportunities for a win-win scenario, creating value in the process.

5. Techniques of Influence and Persuasion.

Knowing how to ethically influence and persuade is fundamental. I learned specific techniques for presenting proposals convincingly and arguing effectively. Practice makes perfect!

6. Adaptability in Different Scenarios.

Every negotiation context is different. Negotiating prices, purchasing conditions, or commercial contracts requires different approaches. It’s also important to adapt our strategies in multicultural environments and in crisis situations.

7. Self-Knowledge and Continuous Improvement.

Knowing our own negotiation and conflict resolution styles (e.g., through DISC profiles, which categorize individuals behavioral tendencies based on four primary personality traits: Dominance, Influence, Steadiness, and Conscientiousness) helps us to be more effective. Doing self-knowledge exercises and practicing with role plays and practical cases allows us to continuously improve.

8. Impact of Technology.

Technology is transforming how we negotiate. Using digital tools and electronic negotiation platforms can improve our efficiency and effectiveness, but we need to have in mind their disadvantages too, as for example, it’s more difficult to have the attention in a meeting call, that’s why we need to be prepare and adapt our speech to every situation.

These learnings have given me a solid foundation to become a better negotiator. If you’re also interested in improving your negotiation skills, I recommend always being open to learning and practicing.

Have a great week!

Fernando

Freight

The term "freight" has its roots in medieval Latin. It comes from the word "fleta" or "fletum," which in turn derives from the Latin verb "fluctuare," meaning "to float" or "to move with the waves." Freight refers to the cost of transporting goods by sea. It is the price that a shipper (the person or company sending the goods) pays to the carrier (the shipping company) for the transport of their goods from a port of origin to a port of destination.

In the Middle Ages, trade and maritime transport were crucial activities, and thus arose the need for a term that described the cost associated with transporting goods by sea. Although today, it is also used in other modes of transport such as land and air.

Key Details of Maritime Freight:

Factors Affecting Freight Costs:

Freight is a crucial component in the global supply chain, as it influences the total costs of importing and exporting goods. Effective management of freight costs can improve a company's competitiveness in the international market.

📕Book: “How to Win Friends and Influence People" by Dale Carnegie - This book, if you can avoid the weird name it has, is a classic self-help book written by Dale Carnegie, first published in 1936, but even these days offers very practical advice on building positive relationships, enhancing communication skills, and influencing others in both personal and professional settings, which is a perfect book for those who want to improve their negotiation skills. It's like a friendly guidebook filled with practical tips and heartwarming stories to help you navigate the tricky waters of human connection.

Unpacking the Gems

It's All About You: Carnegie starts by reminding us that the world doesn't revolve around us. Instead, he encourages us to genuinely care about others, asking questions, and listening with intent. After all, who doesn't love a good listener?

The Name Game: Ever noticed how hearing your name can light up your day? Carnegie taps into this magic by urging us to remember and use people's names. It's a simple gesture that speaks volumes about our sincerity and respect.

Sprinkle Some Stardust: We all crave validation and appreciation. Carnegie reminds us to sprinkle a little stardust by acknowledging others' efforts and making them feel like the superheroes they are.

Why It's Worth a Read

I think that even the best of us can use a little polish now and then. Carnegie's book isn't just about making friends; it's about fostering meaningful connections that enrich our lives and the lives of those around us.

So, if you're ready to give a chance to "How to Win Friends and Influence People" or any other book, you can sign up today using the link below, and you'll get access to Kindle Unlimited for a free trial of 30 days!

Thank you for reading and have a great week!s