European Institute of Management and Finance | Negotiation workshop for borrowers and insolvency practitioners
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Negotiation workshop for borrowers and insolvency practitioners

Negotiation Workshop:

For Borrowers and Insolvency Practitioners

The survival of an organisation is often dependent on the ability of its management and/or the insolvency practitioner to negotiate viable solutions to its loan obligations.

 

This coaching-style workshop identifies and puts into practice collaborative, interest-based negotiation techniques which are designed to safeguard the interests of the borrower, whilst engaging the lender in a viable solution. The workshop is packed with practical techniques perfected and exercised daily by negotiation professionals working in financing and restructuring environments. Each technique is presented with what to say, when and how to say it, and why. The techniques are incisive but engage the lender positively and constructively whilst maximising your leverage.

 

Participants will benefit from putting these techniques into practice through a series of very instructive role-plays. The trainer will coach participants to give valuable experience of putting the learned negotiation techniques into use.

Objectives of the Course:

  • To guide the participants how better to prepare for negotiation with the lender.
  • To develop techniques to drive the discussion by controlling the form and content of lender responses.
  • To acquire a toolbox of efficient influencing techniques: what to say, when, how and why.
  • To develop techniques to leverage the lender’s psychology so that he/she agrees to a proposed solution for his/her own reasons rather than because the borrower wants it.

Participants should take away from the workshop:

  • The habit of spending time efficiently preparing for a negotiation.
  • The importance of understanding lender interests and using them to propose optimal solutions for both parties.
  • Influencing techniques that are substantially more fruitful than coercion.
  • The confidence and tools to convert a difficult borrower wielding market power into a collaborative one.

Who should attend:

This course is designed for:

  • Licensed insolvency practitioners, or insolvency practitioners seeking a license
  • Owners and managers of businesses with outstanding loans which need restructuring
  • Financial and legal advisors to borrowers

In-House Training

If you would like to discuss bringing this or another topic to your organization on an in-house basis please call us at 22274470 or email us at info@eimf.eu.

DATES: 27 May

DURATION: 7 Hours

LOCATION: EIMF Premises, Nicosia

TIME: 08:30 – 17:30

FEES: €185 +19% VAT

Registration Form

Download Registration Form

You can register by sending the completed registration form above to info@eimf.eu or via fax to 2227 4475. If you need help completing the form, please give us a call at 2227 4470

Instructor: Mr Alexis Kyprianou

Alexis is an expert in negotiation who has devoted a significant part of his 25 year career to restructuring asset portfolios and related financing for large multinational companies. His experience has been acquired in difficult operating environments: he negotiated the sale of numerous assets in the British Telecom group following the dotcom bubble burst. He was part of the team that restructured one of Europe’s largest ever corporate failures at Vivendi Universal through a €20 billion asset sale and refinancing programme under the control of the creditor banks. More recently, Alexis was responsible for renegotiating many of the Danone partnerships and their financing structures, following the global liquidity crisis of 2008/9. He has held a significant CFO role and had held several board directorships overseeing key financing issues.

 

Since 2010, Alexis established himself as an expert advisor and trainer in negotiation techniques, notably to business development professionals in large multinational organisations across Europe.

 

He currently has mandates for training lenders (and their advisors), such as Dexia Bank and the Luxembourg Sovereign Fund which has been set up as a bank financing companies of national strategic interest in Luxembourg. Alexis has recently trained board directors of the Cooperative Banking System in Cyprus and through this training dealt with all issues relating to non-performing loans and the necessity to rebuild trust amongst its customers in the current Cypriot economic climate.