European Institute of Management and Finance | Negotiation workshop for credit institutions and their advisors
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Negotiation workshop for credit institutions and their advisors

Negotiation Workshop:

For Credit Institutions and their Advisors

The ability of credit institutions to build long-term business relationships and earn recurring revenues depends on the ability of its personnel and advisors to act as trusted business professionals that bring viable solutions to non-performing loans and borrowers who have strategically defaulted.

This coaching-style workshop identifies and puts into practice collaborative, interest-based negotiation techniques which are designed to safeguard the interests of credit institutions, whilst rebuilding confidence in the financial market. 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 borrower positively and constructively, thus carrying the additional advantage of repositioning client perceptions of the bank as a long-term business partner rather than a mere financial resource.

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

Participants should take away from the workshop:

  • The habit of spending time efficiently preparing for a negotiation.
  • The importance of understanding borrower 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:

  • Bank personnel who oversee or negotiate loan restructuring and/or loan granting
  • Lawyers and other advisors who support lenders.

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: 24 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.