Negotiation Techniques for Financial Professionals

The financial landscape demands skilled negotiators who can navigate complex deals and secure the best outcomes. Our engaging 8-hour program, “Negotiation Techniques for Financial Professionals,” equips participants with the practical tools and knowledge to excel in any negotiation situation. 

This interactive program delves into the core principles of negotiation, exploring different styles and power dynamics in finance. Participants will learn how to build trust and foster a collaborative environment, leveraging effective communication and emotional intelligence (EQ) to achieve mutually beneficial agreements.

The program goes beyond theory, offering participants practical tools for managing difficult negotiations, including conflict resolution strategies and influencing tactics. By exploring concepts like BATNA (Best Alternative To a Negotiated Agreement) and ZOPA (Zone of Possible Agreement), participants can develop strategic preparation for any scenario. They will also gain hands-on experience using a valuable Negotiations Tool, allowing for immediate implementation of learned techniques. 

Through interactive role-play exercises with expert analysis, participants will refine their negotiation skills in a safe and supportive environment. This practical approach ensures they are confident and equipped to navigate complex challenges and unlock greater value in their financial dealings right away.

Why this course?

The financial services sector demands a highly skilled workforce equipped to navigate complex negotiations according to the market demands and the evolving challenges: 

  • Increased Competition: Competition for deals and investment opportunities is intensifying, requiring participants to leverage strong negotiation skills to secure the best possible terms. 
  • Complex Regulations: The ever-changing regulatory landscape necessitates a sophisticated understanding of negotiation strategies within legal and compliance frameworks. 
  • Demanding Stakeholders: Negotiations often involve a diverse range of stakeholders, each with their own interests. This program equips participants to navigate these complex dynamics effectively. 

This program will benefit Industry Professionals and Organizations by:

  • Maximized Value Extraction: By unlocking hidden value in every deal, participants can secure favourable outcomes for themselves and their organizations. 
  • Enhanced Confidence and Influence: The program fosters confident and persuasive communication, empowering participants to influence decision-making during negotiations. 
  • Stronger Relationship Building: By fostering trust and collaboration, participants can build sustainable and mutually beneficial partnerships with clients and colleagues. 
  • Adaptability in a Dynamic Environment: The core negotiation principles taught in the program allow participants to adapt their approach to emerging market trends and challenges. 

This program directly addresses the need for financial professionals to possess advanced negotiation skills. Through interactive exercises, practical tools, and expert analysis, participants gain the expertise to navigate complex negotiations effectively. This translates to a demonstrably improved ability to secure favourable outcomes, contributing to the overall success of themselves and their organizations.

Who should attent?

This course is suitable for: 

  • Executives/Officers of companies providing investment services and
  • Investment funds. 
  • Executives of Regulatory Bodies. 
  • Lawyers, Accountants, Brokers and all those liable, based on relevant
  • Legislation, professionals and others who wish to work in this area
  • Compliance Officers 
  • AML Officers 
  • Senior Management in Regulated Firms 
  • Aspiring Compliance Experts 
  • Compliance Managers/officers 
  • Internal and external legal advisors, 
  • Attorneys of the Republic 
  • Government Agencies 
  • Managers of all Functions (HR, Projects, Strategy, Technology, Innovation)
  • Corporate Administrators 
  • Legal Advisors, Legal Projects Managers, and Legal Analyst
  • Legal Service Professionals 
  • Graduate/Junior Lawyers 
  • Financial advisors 
  • Professionals in the banking sector
  • Executives and senior managers

Objectives:

By joining our course, participants will: 

At knowledge level: 

  • Identify key negotiation styles and strategies used in the financial sector (e.g., collaborative, competitive, accommodative, avoidant). 
  • Analyse the core principles of ethical negotiation and understand their importance in building trust and long-term relationships. 
  • Explain the BATNA (Best Alternative To a Negotiated Agreement) &ZOPA (Zone Of Possible Agreement) framework and its application in strategic preparation. 
  • Describe the role of power dynamics in negotiations and how to leverage them effectively.
  • Navigate the legal and compliance considerations surrounding negotiations within the financial sector. 

At skill level: 

  • Develop a comprehensive negotiation plan tailored to specific financial situations, considering objectives, leverage points, and potential concessions. 
  • Using the provided Negotiations tool to prepare their negotiation strategy.
  • Utilize effective communication strategies to persuade stakeholders, present their value proposition clearly, and actively listen to counter-arguments. 
  • Manage emotions effectively during negotiations, maintaining composure and building rapport with the other party. 
  • Apply proven negotiation techniques such as mirroring, anchoring, and framing to influence behaviour and achieve win-win outcomes. 
  • Handle objections and counteroffers confidently and strategically, reaching mutually beneficial agreements. 

At attitude level: 

  • Promote inclusivity and cultural awareness during negotiations
  • Encourage collaboration and achieving win-win outcomes, promoting mutual benefit and building trust between negotiators.

Training Curriculum:

Introduction and Principles of Negotiation 

  • Negotiation fundamentals 
  • Negotiation’s objectives and prioritization in the finance sector
  • Negotiation Styles 
  • Power dynamics in Negotiations 

Building a Collaborative Negotiation Environment 

  • Establishing Trust as the Foundation for Successful Negotiations
  • Communication & Persuasion Techniques 
  • Managing emotions 
  • The role of EQ in Financial Negotiations 
  • Cultural Considerations 
  • Negotiation etiquette and closing formalities 

Managing difficult negotiations 

  • Negotiating under high-pressure situations 
  • Conflict Resolution for Constructive Negotiations 
  • Practices to Influence Decision-Makers 

Identifying and leveraging BATNA and ZOPA in strategic preparation 

  • Strategic preparation 
  • How to identify and leverage ZOPA 
  • How to identify and leverage BATNA 

Strategic Concession making and presentation of the Negotiations Tool 

  • Strategic Concession making 
  • How to use the Negotiations tool and practice 

Final Exercise 

  • Role play and analysis using the provided negotiations tool

Closing Remarks

  • Discussion 
  • Q&A 
  • Evaluation 

 

Participation Contribution: €260+VAT

Course Dates

Date
Time
26/03/2024
10:00 - 14:15
27/03/2024
10:00 - 14:15
28/03/2024
10:00 - 14:15
29/03/2024
10:00 - 14:15

*CPD Recognition

This programme may be approved for up to 8 CPD units in Financial Regulation. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.