The most successful banking relationship are based on collaborative negotiations with both parties working together for individual and mutual benefit. The company contributes business goals and problems, and the banker adds financial resources and expertise. Through collaboration both parties create opportunities and outcomes that are superior for both sides. This is the core philosophy behind this course. This course cover the four fundamental negotiating principles through an interactive mix of discussion, case studies, and role plays. Bankers learn to:
- Separate the people from the problem, so the Clients don’t become adversaries.
- Focus on interests not positions, so they can understand and satisfy the real interests of the clients.
- Create options for mutual gain, so new solutions can improve outcomes for both sides.
Make negotiating decisions based on objective criteria, so emotion and self-interest don’t blind the parties to what they hope to gain.