The Banking and Corporate Finance Training Specialist

Negotiation Skills for Finance

Professionals

This course is presented in London on:

14 March 2018, 11 September 2018

http://redcliffetraining.com enquiries@redcliffetraining.co.uk

+44 (0)20 7387 4484

Course Overview

Participants will:

Gain an introduction to negotiation skills for finance professionals Get to grips with the “interests” and the “options” within the negotiation Learn about the negotiating process in relation to soft skills

Get an understanding of negotiation outcomes which could occur Learn about making proposals and giving & receiving concessions

Expand the understanding of the challenges – psychological elements

Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking Lecturer, having gained distinctions in the exams. He is a subject matter expert on all aspects of

retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to

smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited Master Trainer at the world’s biggest global bank.

All successful people are good at negotiating but to reach this stage most of us find it

necessary to practice, prepare, hone up our skills and learn through experience. There is probably no such thing as a natural negotiator, even the best negotiators do so by refining

their skills and planning important meetings very carefully beforehand. There is no doubt that the more prepared you are for a meeting or negotiation the better the outcome and

the quicker your skills will improve. It is as simple as that.

This one day interactive course will help delegates to become masters at the art of negotiating the “win-win” outcome so often mentioned in selling textbooks. It examines the best ways of dealing with customers of all types whilst remaining mindful that the

principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Hard selling works, sometimes – usually only once. Negotiated

sales generate repeat business and ultimately longer term relationships. The course is highly interactive and will contain numerous case studies and examples.

Introduction The Process of Negotiation The “soft” parts of negotiation

Behavioural elements Psychological elements

Objectives in negotiation Communication Skills of the Effective Negotiator Assessing information

Establishing the parameters What is the “win-win” outcome

Course Content

Background of the trainer

Course Overview

Course Objectives

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+44 (0)20 7387 4484

Exercise: Tell us all in one minute why we should buy your product/service

The “Interests” Interests

The difference between positions and interests Identifying and prioritising your interests Common mistakes when handling interests

When is negotiation a good idea? The elements of an effective negotiation

Exercise: “Closure” - a deal will not close and expires soon and you have been

sent to see the client by the CEO to establish why there are delays. Can you get the deal completed by expiry day?

The “Options”

Generating and evaluating possible options Identifying your ideal outcome

Common errors when generating options

Exercise: “The Downsize”, as a main board director, try to persuade two junior department heads to lose some of their people as part of a cost cutting exercise. Will you achieve your goal or will your colleagues get their way – no losses!

Understanding Negotiation Outcomes

Evaluate the options Where do you think it will end Is there a “win” or would a compromise be better

Setting clear objectives Being prepared to lose when it makes sense

Exercise: Call at the bank as a business owner, to share with them why you are

reluctant to sign off a deal they have offered you for a major funding. The reasons may not be as straightforward as they seem. Can they put your minds

at rest, or not!

The Negotiating Process – soft skills Making proposals and giving and receiving concessions

Breaking Deadlock Agreeing a remedy Understanding the negotiator’s role

Key stages of the process Giving information

Reading signals Making a plan. Reviewing assumptions

Working through the meeting/discussion process Probing in order to develop understanding

Reaching agreement

http://redcliffetraining.com enquiries@redcliffetraining.co.uk

+44 (0)20 7387 4484

Exercise: “Master of the Universe” you are summoned to a meeting with the

CEO. You are certain this is a long overdue promotion. Be prepared to negotiate the best possible terms.

Challenges – psychological elements

Different types of people Behavioural approaches & body language Deadlocks, Standstills & Concessions

Tricks, Traps & Tactics When & Where to Negotiate – Electronic Media are not ideal

Exercise: “The Presentation”. You are asked to present a detailed synopsis of your product/service to clients. Will you be able to give them enough detail!

Course Conclusion

Summary Debrief

What Redcliffe’s clients are saying about the course

“Practical examples of how to apply negotiating theory in

situations relevant to corporate finance”

“Very interactive, well-structured, good fun”

“Good structure of the materials, logical way of presentation.”

“Case studies and practical exercises are excellent.”

“The practical activities were very useful in term of teasing out weaknesses and

strengths.”

09:30-17:00

London

Standard Price: £495 + VAT Membership Price: £396 + VAT

09:30-17:00

London

£495 +VAT (£594)

Delivering this course in-house for you to a number of participants could be very cost effective.