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Product ID: 405324EAU
 
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Negotiation Skill Building to Improve the Bank's Business Development Efforts

OnDemand Webinar (91 minutes)

Gain a better understanding of the negotiation process in order to improve business development efforts.Today's competitive environment requires the commercial lender to be able to negotiate in various, sometimes abstract situations, all at once. This topic will help you learn to ask for the business and actually close the deal, emphasize negotiation skill building, effective communications, telephone techniques, and the negotiation process in order to improve the bank's overall business development efforts. The related concepts of technical skill set and management styles will also be displayed and the information will cover the importance of the human side of negotiations including empathy, ego, and needs. Business development case studies, including role-playing exercises, will be presented in order to reinforce the concepts.

Authors

David L. Osburn, M.B.A., CCRA, Osburn & Associates, LLC

Agenda

Negotiation Skill Building

Effective Communications

Telephone Techniques

The Negotiation Process

Improving the Bank's Business Development Efforts

Technical Skill Set and Management Styles

The Human Side of Negotiations

Business Development Case Studies and Role-Playing Exercises