You Must Be Kidding! – Nick Miller Shares Negotiation Tips

June 1, 2019 Nick Miller will share six points that improve lender outcomes in loan negotiations during a super-regional bank's August Business Banking Group sales team meeting. "Bankers frequently take too narrow a view of their negotiations," Miller said in commenting on the engagement.

“While I’ll discuss the critical issues of planning, preparation, and discipline during the negotiation discussions, my primary focus will be value – positioning value, expanding the scope of discussion beyond the single transaction, identifying value-creation opportunities in addition to the loans under discussion, and mitigating borrower power advantages in the negotiating process.

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