Overview

This eCourse consists of two modules. Module 1 focuses on Commercial awareness which refers to the knowledge and skills needed to bring a deep understanding of a wealth management firm’s commercial objectives and how these are affected by the broader business context. This module will help you develop your commercial awareness skills in order to best align your role and responsibilities in pursuit of the firm’s commercial objectives.

Module 2 focuses on Negotiation Skills. The ability to initiate and maintain harmonious, long-term relationships with satisfied clients on commercially attractive terms is dependent on mastering effective negotiation skills. This module looks at the main negotiation styles, the importance of negotiation planning and strategy, and the key techniques involved in negotiation.

Objective

On completion of this course, you will be able to:
- Identify areas where commercial awareness can be demonstrated by staying up-to-date with financial news and being aware of economic and political issues
- Recognize awareness of the competitive environment in which the wealth management firm operates
- Identify sources of revenue, balance sheet strength, and fee structures
- Recognize the importance of the wealth management’s firm’s reputation as well as its handling of client ESG and philanthropic issues
- Identify key principles of negotiations such as distributive versus integrative negotiations, the compromise approach, negotiating with nonclients, and the negotiation matrix
- Recognize the importance of negotiation planning and strategy
- List the main negotiation techniques such as managing emotions, learning to compromise, making concessions and, where necessary, walking away

Content

Module 1: Private Wealth Management - Commercial Awareness
Topic 1: Overview of Commercial Awareness
Topic 2: Competitive Environment
Topic 3: Revenue Sources & Financial Metrics
Topic 4: Reputation & Other Qualitative Factors

Module 2: Private Wealth Management - Negotiation Skills
Topic 1: Negotiation Principles
Topic 2: Negotiation Planning & Strategy
Topic 3: Negotiation Techniques