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Description

Business Relationship Managers: Preparing, Arguing and Closing Negotiations

Negotiating terms and pricing with business owners who compare offers and know how to ask

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

A business relationship manager rarely negotiates a single point. Rates, fees, guarantees, transaction flows channelled to the bank and commitment periods are all discussed together, with well-informed business owners who put institutions in competition with one another. The temptation to concede on price to protect the relationship is strong, at the expense of portfolio profitability.

Two hours to structure the preparation of a business negotiation: analysis of the overall relationship, definition of your room for manoeuvre, construction of trade-offs and handling of price objections. This short format focuses on the negotiation meeting itself.

Learning objectives

  • Prepare a negotiation based on an analysis of the overall relationship
  • Define your walk-away points and your room for manoeuvre
  • Build a trade-off for every concession considered
  • Handle objections relating to price and to competing offers
  • Close and formalise the agreement reached

What makes this programme different

A preparation grid covering the full range of negotiable levers
Role-plays modelled on meetings to renew client terms
Handling requests to match a competitor's offer

Programme

1Preparing the Negotiation

Knowing your file before the meeting

  • Analysis of the relationship and its overall profitability
  • Identifying negotiable levers other than the rate
  • Setting objectives and walk-away points
  • Anticipating competitors' arguments

2Conducting the Meeting

Keeping the discussion focused on value

  • Opening and framing the discussion
  • Questioning to uncover the owner's real needs
  • Arguing on value rather than on price
  • Exchanging trade-offs

3Objections and Closing

Taking the discussion through to agreement

  • Handling price and timeline objections
  • Managing requests to match competing offers
  • Buying signals and closing techniques
  • Formalising and following up on commitments

Who is it for

Business and corporate relationship managers as well as branch managers supporting their sales teams.

Prerequisites

Holding a commercial role serving business or corporate clients.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.