Training course on Negotiation Skills for Bankers

Module 1: Introduction to Negotiation in Banking

Importance of negotiation in financial services

Types of negotiations (loans, deposits, investments, vendor contracts)

Common challenges bankers face in negotiations

Module 2: Principles and Frameworks of Negotiation

BATNA (Best Alternative to a Negotiated Agreement)

ZOPA (Zone of Possible Agreement)

Harvard principled negotiation model

Stages of the negotiation process

Module 3: Communication and Relationship-Building

Active listening and empathy

Building trust and credibility with clients

Using persuasion and influence ethically

Module 4: Preparing for Successful Negotiations

Researching client needs and interests

Setting clear objectives and limits

Strategic concessions and trade-offs

Module 5: Handling Objections and Conflict

Techniques for defusing tension

Managing difficult clients and tough negotiations

Conflict resolution strategies in financial contexts

Module 6: Advanced Negotiation Tactics

Negotiating under pressure

Multi-party negotiations (syndicated loans, partnerships)

Cross-cultural negotiation considerations

Module 7: Practical Applications in Banking

Case studies: Negotiating credit terms, interest rates, or service fees

Role-play exercises: Banker-client loan negotiation

Vendor/supplier negotiations in banking operations

Module 8: Ethics and Professionalism in Negotiations

Balancing profit motives with customer fairness

Regulatory and reputational considerations

Maintaining integrity and transparency