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Improving Negotiation Processes in Standard Chartard Bank

Question 1: Process of Choosing and Training Negotiators

The assignment has to be custom made for the place that i work in which is Standard Chartard bank. my current job is senior relationship manager in corporate baking hence i am exposed on daily basis to negotiations with clients regarding loans and other banking products such as financial market and cash management products.

The assignment should address various questions, hence I would suggest that each question has a separate section in a clear way to enable the marker understand that what section is addressing which question

Question 1

Describe the process by which your company:

a) Chooses and

b) Trains its negotiators.

Give details of any existing processes, and in particular differentiate between sales and negotiation training. Make recommendations as to how each of the above processes could be improved and why these changes could lead to improved outcomes? If they do not have processes to choose and train negotiators, suggest how they might put them in place, and provide relevant detail of the proposed processes.

Question 2

Outline the process which your company currently undertakes before any significant negotiation. Recommend ways to improve it, and support your recommendations.

Question 3

Describe your company’s post negotiation review process, or state the absence of such a process. This does not include reviewing the implementation of any agreement, rather the review of the negotiation process itself.

Explain why it is so important to review the negotiation process, and how best to do so, with supporting references.

Question 4

Use the example of a negotiation in which you have personally participated to illustrate how your company negotiates. It will be useful to include some detail around

what happened, rather than generic comments.

Suggest ways in which this could be improved and why?

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