DiSC-based Negotiation Skills training program for Client Managers

Swedbank is the largest bank in Estonia with more than 800,000 private and 139,000 business customers.

Project feedback

“I learned a lot from the training – how to better prepare client meetings and more systematically adapt to the negotiation partner. DiSC will definitely help to communicate more effectively with the other party in the negotiations.”

“With the help of DiSC I learned to better understand myself and to better manage myself by understanding different types of clients.”

Goal

Developing the negotiation skills of client managers who play an important role in the success of the bank. Increasing their ability to understand and influence different people.

What did we do

The training focused on three key aspects of the negotiation – relationship, styles and process.

Using the DiSC profile, each participant got to know their personal negotiation style and behavioral peculiarities, strengths and development needs. Through DiSC-based tools, participants learned to recognize client’s behavioral style and to choose the right negotiation strategy which adapts to customer preferences.

Participants learned how to prepare for the negotiations, start them in a correct way, listen to the position of the partner and ask questions, convincingly and self-assertively present their position, different techniques of influence, negotiate a common interest and seek initiative, deal with opposition and difficult situations, negotiate a decision.

Results

  • Better negotiation skills
  • Participants started using effective persuasion techniques based on the tendencies and behavioral patterns of the client
  • Participants gained ability and knowledge to rightly analyze ongoing negotiations and to plan for future negotiations in a meaningful way