Course Details

Negotiation Skills Course for Bankers is done here. This course will teach participants the basics of negotiation, how to prepare to negotiate, and ways to respond to negotiation challenges, how to create win-win customer-banker solutions, and how to create sustainable agreements.

Objectives:

• Explain the basic types of negotiations
• Learn the phases of negotiations & gain the skills necessary for successfully negotiating
• Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
• Lay the groundwork for negotiation
• Identify what information to share & what information to keep to your self
• Master basic bargaining techniques
• Apply strategies for identifying mutual gain
• Demonstrate how to reach a consensus & set the terms of agreement
• Deal with personal attacks & other difficult issues
• Gain insight into ways you can position your bank more successfully and identify a path forward
• Evaluate how you can present your credit most effectively in the approval process
• Learn specific steps to take to overcome seven difficult negotiating tactics Master Workshop:
• Loan Negotiation and Selling a Total Banking Relationship
• Apply the negotiating process to solve everyday problems
• Negotiate on behalf of someone else