Program Overview

This course looks at the skills needed for the investment / financial professional to negotiate and influence successfully in the global business environment.  The course will assist those attending to influence and persuade counterparts to successfully achieve mutual business objectives.  Using proven strategies such as the “Harvard” negotiation technique delegates will receive evidence based advice on how to create enhanced value for your organisation.

Programme objectives:

  • Explain the role that negotiation has within your organisation strategy
  • Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed/changed so as to improve their performance in future negotiations
  • Explain the phases and stages involved in a negotiation
  • Deal effectively with different types of negotiators
  • Use the Harvard technique to improve your negotiations
  • Prepare and plan for a negotiation in a systematic, flexible and effective way
  • Distinguish between “Concession trading” and “Concession making”
  • Communicate more effectively by using questioning, listening and observation skills
  • Distinguish between tactics which are acceptable and those which are not
  • Face with confidence their next negotiation using ideas generated during the workshop


Day 1

Session 1

Introduction to Programme

  • Welcome and introductions
  • Objectives of the programme
  • Action planning – “stop, start, continue” model

Session 2

Overview of Effective Negotiation Skills on the Buy / Investment Side

  • Who do we negotiate with in our working lives
  • What do we negotiate on behalf of the bank?
  • How does negotiation differ from selling?

Exercise: The Chef’s Dilemma – an exercise highlighting the dilemmas that negotiators face

Session 2

Phases and Stages in an Investment Negotiation

  • The negotiation process: prepare/discuss/propose/bargain
  • The role of market information
  • Planning and preparing for a negotiation – how it fits with your investment process
  • Facts that you should know about your organisation and tell counterparts
  • What should you say at the start: What to tell and what to keep back
  • Exploring interests – managing the information exchange
  • Opening positions – yours and your counterpart’s
  • When and how to present Variables and options; Concession­making vs. concession­trading
  • The dilemmas and emotions of negotiation

Case Study: The skills of effective negotiation  – what to do/what not to do

Session 3

Six Rules of Negotiation

  • Key rules: set maximum and minimum objectives, aim high, keep the whole relationship in mind, never give away a concession for nothing, keep searching for variables, don’t be afraid to walk away

Session 4

Evidence Based Approaches to Negotiation in the Investment Arena


  • Reducing ambiguity in your communication
  • Using independent approaches to valuation
  • How to judge what your counterpart really means
  • Key business English terms and when to use them
  • The importance of summarizing and paraphrasing


Exercise:   What do these words mean?

Session 5

Preparing for a Cross Cultural Negotiation

  • Understanding the difference between practice and values in cross cultural negotiations
  • Using clear and unambiguous language to increase clarity in intercultural communication
  • Understanding the challenges of the conference call / remote team negotiation
  • How negotiation differs in China / USA / Europe

Exercise: Delegates will complete an intercultural evaluation of a negotiation process they are currently undertaking


Day 2

Session 1

Questioning Skills for the Investment Negotiator

  • Barriers to listening
  • Difference between hearing and listening
  • Three components of active listening
  • The importance of empathising
  • Open and closed questions
  • The questioning funnel
  • Helpful and unhelpful questions
  • Action planning

Exercise: Listening skills

Session 2

The Harvard Negotiation Technique: A Toolkit for Success

The Harvard technique is often seen as the gold standard in the negotiation process.  This part of the course will examine the technique and apply it in the wealth management arena.

  • When to show your hand and when not to
  • How to make tentative agreements in complex negotiations
  • Using criteria against willpower
  • What to do if you hit deadlock

Session 3

Using the Harvard Negotiation Technique to Turn Deadlocked / Challenging Negotiations into Success

  • Types of behaviours to use and avoid when negotiating on behalf of your organisation
  • Dealing with difficult negotiators and those who may want to take advantage of you!
  • Spotting and using gambits and ploys of those who negotiate with your organisation
  • Tactics which are acceptable and those which are not
  • Using the six laws of influence
  • Preparing a convincing case on behalf of your organisation
  • Negotiation “gurus” and their advice as to how to negotiate well

Session 4

Investment Negotiation Role Play

  • Negotiation role­play incorporating the new elements from Harvard Technique session
  • Feedback undertaken in plenary session
  • Debrief and discussion: what went well and what could have gone better



Session 5

Putting it all into practice

  • Course summary
  • Course evaluation
  • Delegates will have a final opportunity to complete an action plan to commit themselves to new practices and behaviours on their return to work



Course Curriculum

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