Negotiation Skills for Bankers

“This is the best seminar my bank has ever sponsored. I was able to put these skills to use immediately for my benefit, the bank’s and the customer’s. The techniques and job aids are great but the best thing was Joe Friedman. His knowledge and energy are amazing.”

Senior Commercial Banker
Regional Bank


Negotiation Skills VILT

Virtual Instructor Led Workshop

October 25, November 1, 8, 15 (10:00 - 11:45 AM CST)

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What You Learn

  • The process used to get what you and the bank need, while leaving the other party satisfied without acquiescing to their demands
  • The key stages of principled negotiation; it is a process that includes planning, execution and follow-up
  • Five key negotiating styles and how to collaborate with each
  • Setting appropriately aggressive targets and achieving them in a win-win fashion
  • Integrating the skills of tough negotiation with principled grace
  • Developing concession strategies that avoid breaking the bank, plus recognition of the tactics that lead to those concessions
  • Time tested negotiation behaviors that lay the groundwork for success

The Resources You Get

  • Negotiation Style Profile – pre-work to determine your negotiation approach behaviorally
  • Program Notes Guide and Learning Log to maintain notes for future needs
  • Negotiation Planner – easy to use templates for future negotiations

Who Should Attend

  • Anyone in a bank sales role that are involved in negotiation situations with customers

Joe Friedman, Your Facilitator

Joe Friedman is a key strategic partner with SM&H. He has 30+ years of sales, sales management and training/consulting experience. Joe held a variety of positions at First National Bank of Chicago from 1981-1987 including developing and delivering sales and leadership workshops for retail and business banking. Joe co-founded Zehren Friedman Associates in 1993. This well-respected firm teaches the “persuasive arts” of presenting, negotiating and influence. As COO, Joe oversees client development, program delivery and people development. He leads 100+ days of training annually both on a national and international basis. Joe holds a BSBA (Marketing) and an MBA (Finance) from The Ohio State University.


October 25, November 1, 8, 15 (10:00 - 11:45 AM CST)

Location:Virtual Instructor Led Workshop
Price:$997 per banker

Have questions? Email Jack Hubbard at or call (847) 717-4328.

Register using the form below.


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