Negotiation Skill Building to Improve the Bank’s Business Development Efforts
Today's competitive environment requires the commercial lender to be able to negotiate in various, sometimes abstract situations - all at once!

Attend this “interactive” webinar and learn to ask for the business and actually close the deal!

This webinar will emphasize negotiation skill building, effective communications, telephone techniques, and the negotiation process in order to improve the bank’s overall “business development” efforts.

The related concepts of technical skill set and management styles will also be displayed. Additionally, the session will cover the importance of the “human” side of negotiations including “empathy”, “ego”, and “needs.”

Throughout the session, business development ”case studies” including “role-playing” exercises will be presented in order to reinforce the concepts.

Covered Topics

  • Negotiation Skill Building
  • Effective Communications
  • Telephone Techniques
  • The Negotiation Process
  • Improving the Bank’s Business Development Efforts
  • Technical Skill Set and Management Styles
  • The “Human” Side of Negotiations
  • Business Development “Case Studies”


Commercial lenders, relationship managers, branch managers, private bankers, and business development officers


David L. Osburn is the founder of Osburn & Associates, LLC, a Business Training and Contract CFO Firm that provides seminars, webinars, and keynote speeches for CPAs, bankers, attorneys, credit managers, and business owners on topics such as Banking/Finance/Credit, Negotiation Skills, Marketing, and Management Issues. Mr. Osburn’s Contract CFO clients include medical practitioners, financial institutions, law firms, CPA firms, architects, real estate developers, and contractors.

His extensive professional background of over 30 years includes 17 years as a Business Trainer/Contract CFO and 16 years as a bank commercial lender including the position of Vice President/Senior Banking Officer. His banking credentials include loan underwriting, loan “work-out”, management, and business development.

Mr. Osburn has been an adjunct college professor (MBA and undergraduate courses) for over 30 years including Regis University and the College of Southern Nevada. He holds an MBA from Utah State University, a BS in Finance from Brigham Young University, and is a graduate of the ABA National Commercial Lending School held at the University of Oklahoma. Additionally, Mr. Osburn holds the professional designation of Certified Credit & Risk Analyst (CCRA) as granted by the National Association of Credit Management (NACM).

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2.5 CE Credits


  • Live Webinar which includes 5 Day On-Demand  - $265
  • Six Month On-Demand – $295
  • CD-ROM (Includes Six Month On-Demand) – $325
  • Live plus Six Month On-Demand – $365
  • Premier (Includes all options) – $395           


Online: Click here.

Phone: Call Total Training Solutions at (800) 831-0678

Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.