Negotiation Skills for Bankers هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

It’s more than just trying to beat your competitor’s price! Negotiation is a key skill that, when mastered, can enhance communications and provide better results from communication especially in the world of banking where successful negotiation translates directly into successful business relationships and profitability. 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

• Upon the completion of this course, the participant will be able to:
• 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

Target Audience

Bankers with various backgrounds will benefit, including community bankers, corporate bankers, credit officers, branch bankers, relationship managers trust officers, and cash managers.

Course Structure

This practical course relies on a variety of training approaches to transfer skills back to the workplace. You’ll have the opportunity to experience different ways to negotiate with customers, uncover their true needs, cross-sell additional bank services, and build a mutually beneficial relationship. You’ll also learn solutions that are both tangible and relevant in today’s banking environment. This course offers you the unparalleled opportunity to practice hands on negotiation using real-life problems.

Contents

• Understanding Negotiation
• Getting Prepared
• Laying the Groundwork
• Phase One - Exchanging Information
• Phase Two - Bargaining
• About Mutual Gain
• Phase Three – Closing
• Dealing with Difficult Issues
• Negotiating Outside the Boardroom
• Negotiating on Behalf of Someone Else