In Private Banking, relationship plays a pivotal role in securing and expanding businesses with clients. The ability to negotiate well will enhance this relationship further and give the banker greater opportunities to engage the client effectively. Asking the right questions, listening well and working as effective business partners to the clients will engender trust and build sustainable win-win solutions.

This course will enable participants to understand personal negotiation preferences and orientations. RMs will learn how to plan for negotiation by developing systematic approach and plan, while gaining confidence and techniques to negotiate effectively face to face. They will learn the importance of adhering to regulatory standards in negotiation with clients in order to deepen trust and build long-term client-centric relationships.

Relationship Managers in Private Banking

• Plan and prepare alternatives and outcomes for both parties in negotiations to support negotiation objectives
• Apply communication and conflict resolution techniques to achieve desired negotiation outcomes
• Finalise negotiation and take necessary follow-up actions to close negotiation
• Monitor and evaluate negotiation outcomes against objectives in accordance with organisational procedures

Perspective – Negotiation Principles & Positioning

• What is Negotiation – Identifying Negotiation Process in Private Banking
• Distributive Negotiation vs Integrative Negotiation
• Context of Negotiation
• Guiding Principles to establish Win-Win Outcomes in Context of Private Banking

Planning – Objectives & Alternatives

• Guiding Principles in Negotiation
• 3 Phases of Negotiation Preparation
• BATNA – What and How to establish your BATNA
• Elements of a Good Negotiation
• Roles & Responsibilities in a Negotiation Team

Standards: ZOPA, Regulations & Legislations

• Identifying ZOPA and Context in Negotiation
• Legislative and Regulatory Bounds in Negotiation
• Legislative Bounds as a Standard for Fair Criteria

Process & Negotiation Techniques

• Drafting a Negotiation Plan
• 4 Points Practical Negotiation Process
  • Negotiation Tactics
  • Communication Techniques
  • Conflict Management
  • Setting Objective Criteria: Using Relevant Precedents.

Bargaining & Problem Solving leading to Closing

• Practical Steps to Decision Making leading to Agreement
• Closing & Arriving at Agreement
• Two Useful Closing Techniques
• Follow Up in Negotiation – A Closing Approach / Beyond Closing

Assessment - MCQ