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How can you create a supportive environment for bankers to develop their negotiation skills?

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Negotiation is a vital skill for bankers, as they need to persuade clients, partners, and regulators to achieve their goals. However, many bankers lack the confidence, knowledge, and practice to negotiate effectively. How can you create a supportive environment for bankers to develop their negotiation skills? Here are some tips to help you foster a culture of learning and improvement in your team.

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Frederick Kermisch

Bespoke Sales Coaching for Private Bankers to Increase Their AUM, NNM and SOW. EN/FR

1 Assess the needs

Before you design or implement any negotiation training or coaching program, you need to assess the needs of your bankers. What are their strengths and weaknesses? What are the common challenges and scenarios they face? What are their goals and expectations? You can use surveys, interviews, or feedback tools to gather this information. This will help you tailor your approach to the specific needs of your bankers and avoid wasting time and resources on irrelevant topics.

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Frederick Kermisch

Bespoke Sales Coaching for Private Bankers to Increase Their AUM, NNM and SOW. EN/FR
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When assessing the needs, remember that not all people can articulate their blindspots clearly. Instead it can be helpful to ask for specific examples of "when did you get suboptimal results which surprised you?" and break down the different elements of the dynamics: the flow of the meeting, the attitude, the phases, specific wordings, indications it was getting derailed, how the person felt, the assumptions they made, etc. Based on that, it can be easier to identify which interventions could be helpful and why. The most effective interventions require a high amount of tailoring.

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2 Provide the tools

Once you have identified the needs of your bankers, you need to provide them with the tools to enhance their negotiation skills. This may include online courses, books, podcasts, videos, or articles that cover the theory and best practices of negotiation. You can also create or use existing frameworks, templates, checklists, or scripts that guide your bankers through the negotiation process. Make sure these tools are accessible, relevant, and engaging for your bankers. You can also encourage them to share their own resources and insights with each other.

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Frederick Kermisch

Bespoke Sales Coaching for Private Bankers to Increase Their AUM, NNM and SOW. EN/FR
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A key is to provide tools that bankers actually believe will work in the real world, that they are willing to test. Until they feel comfortable, more needs to be done. The wrong tools will feel artificial, clunky, theoretical, unhuman and rehearsed. The best tools turn the negotiation into a human conversation, demonstrating we're investing in working out something acceptable if possible. Forcing people to use a tool when they're not comfortable simply increases their stress, and the other party will sense this, increasing their own defences, or using this unease to their advantage. Take time to understand the logic and practice, make small tests in the real world, and once convinced, then apply in situations.

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3 Create the opportunities

Tools alone are not enough to develop negotiation skills. Your bankers also need opportunities to apply and practice what they learn. You can create these opportunities by organizing role-plays, simulations, case studies, or peer reviews that mimic real-life situations. You can also assign mentors, coaches, or buddies who can offer feedback, advice, or support to your bankers. You can also encourage your bankers to seek out and participate in actual negotiations with internal or external parties, and reflect on their outcomes and learnings.

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4 Recognize the efforts

One of the most important ways to create a supportive environment for bankers to develop their negotiation skills is to recognize their efforts and achievements. You can do this by giving praise, appreciation, or rewards to your bankers who show improvement, initiative, or innovation in their negotiations. You can also celebrate their successes and share their stories with the rest of the team. This will boost their confidence, motivation, and morale, and inspire others to follow their example.

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5 Monitor the progress

Finally, you need to monitor the progress of your bankers and evaluate the impact of your negotiation training and coaching program. You can do this by setting and tracking measurable goals, indicators, or metrics that reflect the desired outcomes of your program. You can also collect and analyze data, feedback, or testimonials from your bankers, clients, partners, or regulators to measure the satisfaction, quality, or value of your program. This will help you identify the strengths and weaknesses of your program, and make adjustments or improvements as needed.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you create a supportive environment for bankers to develop their negotiation skills?

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1 Assess the needs

2 Provide the tools

3 Create the opportunities

4 Recognize the efforts

5 Monitor the progress

6 Here’s what else to consider

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