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Euromoney Learning Solutions

Mastering Financial Negotiations

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About the course

Senior managers, advance your negotiation skills in banking & finance

This three-day programme has been designed to enhance the negotiating skills of the participants so that business is secured and retained at an acceptable return, where both internal and customer relations are developed and improved.


By the end of the programme, delegates will be able to:

  • Define how financial negotiation differs to negotiation in other industries
  • Utilise case studies from different banking sectors
  • Explain the role that negotiation has within your organisation’s strategy
  • Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed/changed so as to improve their performance in future negotiations
  • Explain the phases and stages involved in a negotiation
  • Prepare and plan for a negotiation in a systematic, flexible and effective way
  • Distinguish between “Concession trading” and “Concession making”
  • Communicate more effectively by using questioning, listening and observation skills
  • Distinguish between tactics which are acceptable and those which are not
  • Face with confidence their next negotiation using ideas generated during the workshop


Individuals will have:

  • Learned the negotiation process and how to manage each of its different stages
  • Obtained detailed knowledge of tested negotiating techniques and how they can be applied in the context of your organisation
  • Become aware of their preferred negotiating style along with its strengths and weaknesses
  • Developed an internal network of contacts and relationships
  • Learned how to get the best possible outcome while maintaining and improving their relationship with clients


The programme will be run on a highly interactive basis, with a good deal of exercises and activity to emphasise the key learning points for the participants from your organisation. The course will be aimed specifically at all types of negotiation.


Day 1


  • Welcome & personal Introductions
  • Key objectives for the day
  • Introduction to Effective Financial Negotiation Skills

Individual development areas: What would each participant like to achieve from the course?

  • What is negotiation?
  • Who do we negotiate with in our working lives?
  • What do we negotiate on behalf of the bank?
  • Characteristics of the ideal negotiator and the poor negotiator in areas like Operations, Treasury, Corporate Finance...

Exercise: Red Blue Negotiation. Key learning points here: The impact of emotions on behaviour during negotiations; How to confirm and implement negotiated terms.

Overview of Effective Financial Negotiation Skills

  • What is negotiation?
  • Who do we negotiate with in our working lives
  • What do we negotiate on behalf of the organisation?
  • How does negotiation differ from selling?

Exercise: The Chef’s Dilemma – an exercise highlighting the dilemmas that negotiators face

The Psychology of Effective Financial Negotiation

  • Personality Types and how to effectively deal with them
  • The difference between being passive, aggressive and assertive
  • The importance of managing your behaviour when being assertive
  • What will assertiveness do for you and your organisation?
  • What are the costs for an organisation if people are aggressive or passive?
  • How can you become more assertive?

Exercise: Delegates work on a number of negotiation scenarios

Effective Communication when negotiating

  • Learning how to really see the world from the other party’s point of view
  • Social profiles: individual preferences for communication and negotiation
  • Using effective questioning and listening to spot your negotiating counterparty’s social profile

Exercise: Listening quiz

The FX Game – An Intriguing and Emotional Negotiation Exercise

Working in isolated teams, participants undertake an intriguing and competitive negotiation exercise. The FX Game gives participants the chance to practice strategic planning and influencing skills   Day 2

Negotiating the Best Deal: Dealing with Pressure and Satisfying the Client

  • The importance of recognising cues to help you through the process
  • Dealing with pressure to reduce your price
  • Establishing your power base
  • Understanding and using variables in the negotiation

Phases and Stages in a Negotiation in Financial Services

  • The negotiation process: prepare/discuss/propose/bargain
  • Planning and preparing for a negotiation – how it fits with your organisation
  • Facts that you should know about your organisation and tell your clients
  • What should you say at the start: What to tell and what to keep back
  • Exploring interests – managing the information exchange
  • Opening positions – yours and your counterpart’s
  • Variables and options: Concession-making vs. concession-trading

Case Study: The skills of effective negotiation – what to do/what not to do

Six Rules of Financial Negotiation

Key rules: set maximum and minimum objectives, aim high, keep the whole relationship in mind, never give away a concession for nothing, keep searching for variables, don’t be afraid to walk away

The Harvard Negotiation Technique: A Toolkit for Success

  • The Harvard technique is often seen as the gold standard in the negotiation process. This part of the course will examine the technique and apply it in the financial services arena.
  • When to show your hand and when not to
  • How to make tentative agreements in complex negotiations
  • Using criteria against willpower
  • What to do if you hit deadlock

Major Negotiation Role Play: The Harvard Negotiation Technique: A Toolkit for Success

  • Negotiation role-play incorporating the new elements from Harvard Technique session
  • Feedback undertaken in plenary session
  • Debrief and discussion: what went well and what could have gone better

Day 3

Winning Trust in Financial Negotiation

  • Why is trust the basis for effective negotiation
  • What are some effective communication strategies and the place they have in creating negotiation outcomes
  • The creation of rapport and it importance in the negotiation process
  • Using certain techniques to create rapport and influence

Exercise: Trust / negotiation activity

Reading Body Language

  • Reading the body language of your counterpart
  • The unhappy body: reading defensive, nervous, insecure, frustrated... gestures
  • The happy body: reading confident, open, ready, co-operative... gestures

Dealing with Difficult Negotiation Situations

  • Types of behaviours to use and avoid when negotiating on behalf of your organisation
  • Dealing with difficult negotiators and those who may want to take advantage of you!
  • Spotting and using gambits and ploys of those who negotiate with your organisation
  • Tactics which are acceptable and those which are not
  • Using the six laws of influence
  • Preparing a convincing case on behalf of your organisation
  • Negotiation “gurus” and their advice as to how to negotiate well

Gaining Agreement

  • Techniques for handling objections: the 4C and 3F techniques
  • 10 different closing techniques for winning more business on behalf of the organisation
  • Saying “NO” positively
  • Stop-start role play: Participants work in groups to negotiate better deals


  • Negotiation role-play incorporating the new elements from objection handling session
  • Feedback undertaken in plenary session
  • Debrief and discussion: what went well and what could have gone better

Action planning

  • Participants consider their strengths and development areas as negotiators
  • Improving negotiation skills – Personal Action Planning

Trust the experts

Robert Conlon

The Course Director is a leading global sales and service consultant with a sales management career grounded in blue chip financial organisations such as Barclays Bank and Axa Finance spanning over 15 years. For Barclays International and he was fundamental in the creation of their global relatio...


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