Negotiation Training for Business Consultants

Regional retail bank

A bank that is well-known throughout its region and respected for the quality of its client relations
The entire business relationship between this bank and its clients is based on close proximity, providing high-quality service and responding effectively to the needs of clients
Fierce local competition has resulted in an increase of derogation requests
Clients well-known within the bank - particularly for their ability to attract new clients and sell new products to long-term clients. These two aspects have attributed greater value than the ability to preserve supplementary basis points, or parts thereof - or commission.

Top-down approach. Each employee involved in negotiation to be trained: starting with senior managers - including the president - followed by directors, and then consultants
Review of processes: requests for derogation accompanied by justification, challenges and compensatory commitments negotiated - or to be negotiated - with the client
Each participant to receive training on his real role in the negotiation so that consultants are not limited within the negotiations and do not learn the same content as their superiors. They need to learn the measures required effectively prepare for follow-up negotiations carried out by their superiors

Employees understanding that defending their conditions and continuing to develop a highly-personalized relationship with clients are not contradictory
‘Honest' training. Each participant trained in his ‘area of influence'. No disappointment with irrelevant content

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