Negotiation Skills in the Private Banking/ Wealth Management Environment

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This course is designed to help bankers improve their negotiation skills with their clients and any other counterparty. It is built around very practical case studies and role-plays covering the most common situations they are facing on a regular basis. At the end of this workshop, participants will have practical tools so they can immediately apply what they’ve learned upon their return to the office.

Training Objectives
      ·         Know the steps of the negotiation process
      ·         Understand the basic rules of negotiation
      ·         Appreciate the negotiation environment in banking
      ·         Know how to prepare a negotiation
      ·         Be able to run a negotiation
      ·         Experience the negotiation process
      ·         Adapt to negotiation styles
      ·         Understand the personality and power in negotiation
      ·         Know how to deal with a difficult negotiator
      ·         Manage the ploys
      ·         Be able to close a deal


A mixture of formal presentations, exercises, classroom discussion and case studies, implying a lot of interactivity. Case studies can be developed to reflect the bank’s private client base for varying profiles of private client.

Who should attend

This course has been specifically designed for the benefit of:

· Private Bankers

· Wealth Managers

· Relationship Managers

· Family Office Managers

· Investment Managers

· Trust Managers

· Anyone involved with private clients


We can bring this course to your company's office.

If you simply want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. Our tailored learning solutions are designed specifically for your organisation’s needs.

We’ll be here to support you every step of the way. From the initial consultancy through to evaluating the success of the full learning experience. We'll ensure you get the maximum return on your training investment.

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· Course overview

· What is a negotiation?

· The necessary conditions to make a negotiation possible

· The particularity of negotiation with a private banking client

Case study: This case shows to what extent we continuously negotiate and demonstrate the conditions necessary for a negotiation to take place

The negotiation process

· The four step of the process

· How to properly prepare a negotiation

· How to run a negotiation

Dilemma game

· This “game” is quite efficient for the delegates to understand the impact of the negotiation style and the importance of a win-win approach

Case study

· This case is to apply in practice a key element of the negotiation preparation: the analysis of the alternatives

· Delegates will then “play” the case

Personalities in negotiation

· The “negotiation personalities”

· How this could impact a negotiation

· How this is important, particularly in private banking


A Private Banking case

· This case is about a classic situation private bankers face on a regular basis

· Preparation of the case, by teams

· Case running & debriefing

The negotiation environment

· Stakeholder analysis

· Systemics

· Adaptation to changes

Case Study: The Negotiation Environment

Managing the ploys

· What are they?

· How to manage them

· How not to use them

· Dealing with a difficult negotiator

The fees game

· This is a case about another regularly encountered situation in private banking

· Preparation of the case, by teams

· Case running & debriefing

Strategic vs. tactical thinking

· Key differences

· How this could affect a negotiation

· What should be used in private banking

Closing a deal

· How to close a deal

· Key rules to apply

· Getting a win-win

Workshop conclusion and farewell

Why us

We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product