Negotiation Skills for Financial Professionals

Define what constitutes negotiated success. Understand the challenges and constraints facing any negotiator. Fully recognise the importance of trust within negotiations. Create a collaborative working environment which actively encourages client builds and projects etc. Appreciate the importance of understanding fundamental motivations of all parties. Generate movement from impasse situations. Make effective proposals that generate rapport, discussion and movement. Develop techniques to help build your understanding of the other person’s frame of reference. Appreciate how to manage the core concerns positively to avoid triggered emotional response. Understand the styles that people adopt when conflicting. Observe and manage the negative impacts of conflict situations. Recognise the importance of assertive communication to the process of moving beyond conflicts and towards productive working relationships. Observe how people seek to use power to control outcomes while negotiating. Learn processes for deconstructing attempts to create synthetic power advantage. Recognise Dirty Tricks when used in negotiation. Appreciate their usage and understand how to manage. Understand when (and how) to walk away from other parties in a constructive manner