Focus: Business bankers, commercial and corporate bankers, treasury management sales team members
Main Messages: Explore broadly to distinguish interests from styles, positions, and tactics. Analyze before engaging. Plan strategy and fall back positions. Keep all agreements “open” until all are settled. Recognize “hard ball” tactics when they’re used. Understand your conflict management styles and your clients’ styles. Take a breath, and ask more questions.
Learning Points: This course focuses on preparing, planning, and facilitating negotiation in the context of financial relationships and individual product sales (e.g. commercial real estate loan). Participants learn:
- Linking and differentiating selling and negotiating
- Recognizing negotiation traps that drive down relationship profitability or product prices.
- Positioning and enhancing your value
- Framing negotiations during initial contact or discussion
- Exploring broadly - client’s goals, values, family and business situations and aspirations, priorities, needs, and behaviors (particularly with other vendors)
- Defining negotiation variables and priorities
- Distinguishing negotiable issues
- Anticipating and planning likely negotiation positions and tactics
- Developing options
- Understanding and working with different conflict management styles
- Managing the negotiating conversation
- Recognizing and responding to hardball tactics
Delivery: Pre-work, one-day or two-day classroom session with Field Application learning activities that follow the classroom session.
Download the Negotiating in Financial Relationships program description.
