Course Code

  • 18NI&P

Venue

  • City of London

CPD Credits

  • 6
Download PDF Get this course in-house

Or call 0203 178 4230 or email info@fstp.co.uk today.

Course Overview

Achieving buy in from people is essential for financial services professionals who seek to achieve improved results and also further their careers.

This interactive workshop will enable you to manage the tension between the desire to get along with people and the business imperatives to meet plans and implement strategies. You will learn essential techniques to persuade people and how to recognise the “walk away” point. Perhaps, more importantly, where you can safely compromise in a negotiation and still meet the objective.

The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties. They achieve lasting results and gain real commitment from people.

This is a highly practical and interactive workshop, led by an expert in communication. The group size is a maximum of 14 so that you have the opportunity to debate and explore how techniques you will learn can be used in real life, and also derive the maximum personal feedback to fuel your development.

The benefits of negotiating, influencing & persuading in Financial Services

Attending this course will enable you to:

  • Learn the communication tools of persuasion
  • Explore the techniques of negotiation and how to plan your approach
  • Use the power of questioning and listening to find ways forward
  • Uncover and “sell” the benefits of your viewpoint
  • Gain genuine agreement rather than a superficial – yes
  • Understand how to recognise different styles for communication – and how to adapt your own style
  • Have better relationships with business areas
  • Achieve improved outcomes for customers and the business

The Course Agenda

Negotiating with colleagues

  • How do we view negotiation
  • How other business leaders view negotiation?
  • Negotiation exercise – in pairs
  • Negotiation essentials: the WIN/WIN and WalkAway

Your preferred communication style

  • Ways we communicate
  • Your own preferred/natural style
  • Identifying styles around you
  • Analysing why you may meet resistance
  • The Social Styles Model
  • How to more effectively communicate with other styles

Managing meetings

  • The “5 Cs” of meeting management
  • Defining meeting outcomes: getting the job done AND people engaged
  • Questions to provoke discussion and control meetings
  • Exercise – Agree/Disagree

Influencing the Board/Senior Management

  • Presenting to the Executives
  • Consider ways of delivering hard messages
  • Effective presentation methods
  • Practical exercise: “We have a problem”

Gaining agreement and prompting actionGaining agreement and prompting action

  • Presenting the facts both passionately and dispassionately
  • Leading the discussion to conclusions
  • Gaining agreement on actions to be taken
  • Agreeing timescales and responsibilities

 

Download PDF Get this course in-house

Or call 0203 178 4230 or email info@fstp.co.uk today.

Meet The Tutor

Phil Ingle

Senior Associate

Phil is a specialist training consultant with a depth of business experience in financial services and combines his knowledge of the industry with creative and energetic training and coaching skills. He is fascinated with the power of good communication and works internationally to help groups and individuals improve their skills.

Most often Phil is coaching people in all aspects of communication from sales to presentations and his approach is tailored to the challenges faced by the individual in the context of the goals to be achieved.

He has a wealth of relevant qualifications including an MBA (Cranfield), Master Practitioner – Neuro Linguistic Programming, Certificate of Competence in Occupational Testing, Associate of the Chartered Institute of Bankers and the Financial Planning Certificate. He is also actively involved with the Professional Speaking Association.

Who is this course for?

This course is perfect for Underwriters, Credit Controllers, Sales Directors/Managers, Heads of Department, Compliance professionals who are looking to engage internal contacts and of course, all finance professionals.

Training that makes a difference

Experienced engaging trainers

With first hand industry knowledge and an intimate understanding of the regulatory environment, we always guide you with an expert (and friendly) hand.

Get personalised attention

Sessions are practical workshops not PowerPoint lectures. All courses are limited to no more than 14 attendees, so we’re able to explain concepts in the context of your business.

Get personalised attention

Sessions are practical workshops not PowerPoint lectures. All courses are limited to no more than 14 attendees, so we’re able to explain concepts in the context of your business.

Other courses you might be interested in

Organisational Culture and Behavioural Risk

May 8, 2019 9.30 am - 12.30 pm

City of London

Culture - The Board's Secret Weapon

February 5, 2019 12.00 pm - 2.30 pm

City of London

Compliance Monitoring

Available in-house. Please contact for more information.

City of London

×