Communication techniques. A case study: negotiation in a bank

Abstract

This paper is a case report, which analyzes in terms of quality the negotiation process from two particular standpoints: the banking and project management areas. Although the domain of the legal persons credits analysis, and that developing project management are relatively similar, since both treat the analysis, development and implementation of projects for business, yet each of these fields has their own peculiarities, determined primarily by the fact that: while, as a credit analyst, you are the bank ”consultant” (you represent the financing party) and you promote its interests, as a project manager you are the the customer’s ”consultant” (meaning the legal entity beneficiary of funding). Therefore, although the areas of activity are related, the manner of reporting differs systematically: top-bottom or bottom-up. The research methods are based on the analysis of the instances encountered in practice, the study taking into account over two hundred credit analysis and over thirty written and/or implemented projects. Our study shows that depending on which side of the negotiating table the subject is located (the positions of the financier or financed), then the practice of projects implementing (in both cases) demonstrates that all the situations presented are real, possible, often encountered and the best tactics in solving them is prevention, avoiding to reach sensitive situations, completed by a professional, honest and cooperative attitude maintained throughout the entire project implementation.