Negotiation Skills

About the Workshop

Successful negotiation is not about defeating the other side, but collaboratively finding the best

possible outcome. This workshop is specifically tailored for Byblos bank's sales, corporate, SME

lending, and customer service teams. The curriculum is curated to strengthen participants' skills

through dynamic methodologies including case studies, group activities, and role plays.

Learning Objectives

Upon completion of workshop participants will be able to:

1. Recognize diverse negotiation opportunities in banking.

2. Master the strategic steps in effective negotiation.

3. Apply practical negotiation strategies for optimal results.

4. Reflect on real-life bank-related case studies to understand negotiation nuances.

5. Enhance personal negotiation skills through assessment and feedback.

Target Audience

This workshop will appeal to Byblos Bank Sales & Corporate Team, SME Lending Team, and Customer Service Team.

Topics Covered

1. The Art of Negotiation in Banking

a. The psychology behind negotiation.

b. How negotiation differs in a banking context.

c. Deciding when to negotiate.

d. Case Study: Reflecting on a past bank negotiation.

e. Common pitfalls and best practices.

2. Styles of Negotiation: From Clients to Corporate Deals

a. Tactical vs. Strategic Negotiation.

b. The nuances of Distributive and Integrative Negotiation.

c. Case Study & Role Play: The Blue Banana Loan Agreement.

d. Deciphering one's negotiation style: An interactive assessment.

e. Exploring the spectrum: From competitive to collaborative negotiation.

3. Crafting the Win-Win in Banking Negotiations

a. Understanding stakeholders.

b. Balancing client interests with bank policies.

c. Generating creative solutions.

d. Setting transparent criteria for negotiation.

e. Case Study: Overcoming distrust with a longstanding client.

4. Process of Negotiation in the Banking Sector

a. Pre-Negotiation

i. Goal-setting: Financial, organizational, and client relationship objectives.

ii. Determining negotiation levers.

iii. Understanding the opposing party: Researching client history and needs.

b. During Negotiation

i. Building rapport in a banking context.

ii. Effective questioning to uncover hidden interests.

iii. Crafting and responding to proposals.

iv. Case Study & Activity: Navigating a complex loan negotiation.

c. Post-Negotiation

i. Ensuring clarity in agreements.

ii. Setting the tone for future negotiations.

5. Tactics and Strategies Tailored for Banking

a. Using authority in bank negotiations.

b. Timing and pacing.

c. Manoeuvring the balance of power.

d. Exploring advanced tactics: From salami to escalation.

e. Tips for staying ahead in bank negotiations.

6. Honing Your Banking Negotiation Skills

a. Case Study: Merging two departmental projects.

b. Reflecting and implementing feedback.

c. Mapping your journey: Personal development plan.

Methodology

• Learning Concepts/Presentations

• Group Activities and Discussions

• Tips and Tools

• Individual and Team Exercises

• Role Plays/Case Studies

• Action Plan to ensure Application of the Learning

Duration: 12 hours