Regulatory and Cost Pressures Are Negotiated, Not Absorbed
Banking
Negotiation is not a back-office function—it is the core driver of profitability, risk control, and market positioning in banking. The most successful banks do not merely lend, invest, or acquire—they negotiate every deal, regulatory position, and capital market structure to maximize value and minimize exposure. Those that fail to embed negotiation discipline sacrifice billions in mispriced assets, regulatory fines, and unfavorable market terms.
Financial services Leaders who outgrow and outearn live by these strategic negotiation imperatives:
Profitability is Negotiated—Not Assumed
The most disciplined banks do not accept market pricing as a given—they negotiate pricing models, lending spreads, and transaction fees that optimize risk-adjusted returns. Weak institutions cede terms too early, misprice risk, and erode net interest margins.
Control the Deal Table—Or Be Controlled By It
CEOs who fail to shape negotiations proactively allow competitors, regulators, and counterparties to dictate terms. High-performing banks engineer M&A deals, structure interbank lending agreements, and optimize balance sheets for long-term competitive advantage—not short-term optics.
Regulatory and Cost Pressures Are Negotiated, Not Absorbed
Banking faces relentless cost inflation and tightening regulatory scrutiny. Leaders who embed negotiation into compliance strategies, vendor contracts, and capital allocation decisions protect both profitability and institutional resilience.
Negotiation Discipline Secures Market Position
Market-leading banks do not compete on scale alone—they negotiate exclusive client relationships, structure complex financing agreements, and secure regulatory flexibility that reinforces competitive advantage. Weak negotiators chase growth without locking in sustainable advantages.
Banks invest millions in digital transformation and operational efficiency to lift EBIT by 1.5%–2%. Yet, CEOs confirm that world-class negotiators consistently drive EBIT gains of 3%–5%—a direct impact on profitability and shareholder value. Despite this, negotiation remains an underutilized and undervalued capability, leaving substantial value untapped.
Strategic negotiation transforms capital markets, corporate lending, and operational efficiency—securing pricing power, optimizing cost structures, and protecting long-term market leadership. Banks that embed negotiation mastery into their deal-making, regulatory positioning, and vendor management consistently outperform competitors.
We help banking leaders develop elite negotiation capabilities to enhance deal execution, mitigate regulatory risks, optimize vendor agreements, and build sustained competitive advantage.
Exactly how much is poor negotiation performance costing you?
We can tell you
10-20 BPS
Europe’s net interest margins crashed 10-20 basis points from 2015-2019 under negative rates (ECB), a bleeding wound as regulators choke risk with a tighter noose. Our solutions help you barricade loan agreements, optimizing loan pricing and credit risk management, slashing exposure and anchoring profits before they’re a corpse on the slab.
12%
15%
Negotiation is the bridge between strategy and execution. This operating model clarifies where negotiation work must happen, how it must be done, and who must be accountable. It treats negotiation not as a soft skill, but as a structured capability—one that links commercial intent to operational delivery. This is the blueprint for how negotiation is organised, governed, and deployed to deliver outcomes at scale
Commercial & Operational Imperatives
Is your team leaving money on the table in critical negotiations?
Most costs don’t show up in the budget—they leak through poor preparation, untraded concessions, and unnecessary escalation.
Kennedy equips your commercial and back-office teams to trade with discipline, push back with clarity, and protect value under pressure.
We focus where margin is most at risk—long before it shows up in the numbers.
Are your joint ventures and partnerships set up to create value—or just hope for it?
Most growth strategies fail not because of ambition, but because roles, returns, and exit paths were never properly negotiated.
We counsel leadership teams on joint ventures, alliances, and regulatory negotiations—focusing on the terms that matter: clarity, governance, and alignment that hold under pressure.
Is your team equipped to execute strategy when roles blur and priorities compete?
Most organisations don’t break down because of poor intent—they break down when strategic decisions get stuck between unclear ownership, internal politics, and avoided collboration.
Kennedy helps your teams collaborate profitably—so decisions stick, execution moves, and alignment holds under pressure
Does your sales team have the tools to create and capture value at the same time?
Most sales teams can close deals. Fewer can protect margin, manage pricing pressure, and trade with discipline under fire. Kennedy’s 8-Step / 4-Phase model helps close the gap between go-to-market strategy and bottom-line performance.
Kennedys helps you embed a structured approach to planning and executing deals—improving margins, account profitability, cycle time, and pricing control.
Successful
Execution
Top-Line Profitability
“Sometimes my colleagues give away too much to close a deal, leaving my team with less to work with,” a CFO bluntly observed.
Abandon late-stage price concessions and reactive discount reflexes, and instead implement structured, front-loaded negotiation behaviors that preserve margin, reduce revenue dilution, and align scope with commercial value from day one
Cost Excellence
“Every pound saved is vital, yet our operational talks falter,” a COO lamented
Stop relying on tactical procurement and fragmented approvals, and deploy codified negotiation governance that closes posture gaps, captures savings, and eliminates recurring inefficiencies hidden in supplier and internal negotiations
Internal Alignment
“Teams that fail to decide or collaborate undermine our profitability—it’s a concern,” a manager remarked
Abandon late-stage price concessions and reactive discount reflexes, and instead implement structured, front-loaded negotiation behaviors that preserve margin, reduce revenue dilution, and align scope with commercial value from day one
Corporate Negotiation
“If only we could pick up all the money we are spilling…It’s…in the tens if not hundreds of millions,” head of legal at a Global 500
Move beyond celebratory deal-making and generic diligence checklists, and embed disciplined negotiation structures that protect valuation, define integration terms, and enable post-close execution without value leakage
Corporate Negotiation Learn More
The Solution: Precision Negotiation Powered by Proven Methodology
We don’t just advise; we equip you to win. We help you plan, strategize, and execute corporate negotiations, identify the right negotiators, and build high-performing teams. By deploying the Kennedy negotiation methodology, you unlock tangible results:
- Growth Secured with Precision: Imagine achieving 20% synergy gains (McKinsey, 2021) on your acquisitions, joint ventures, and partnerships. Our proven framework makes it a reality, driving measurable expansion.
- Compliance Achieved Efficiently: Navigate the regulatory maze with confidence. Our structured approach ensures compliance, delivering substantial savings—like the £15 million our clients saved on public sector contracts.
- Returns Maximised Effectively: Eliminate post-transaction setbacks and optimize capital allocation. Our disciplined process ensures that every deal delivers flourishing, high-value outcomes.
Exactly how much is poor negotiating behaviour costing you? We can tell you
Advisory
Trusted advice boosts your high-stakes deals—saves millions, sharpens strategy, keeps it confidential for CEOs and Boards
What we bring to the table
- Sharp due diligence assesses your team’s negotiation strength—ensuring the right players lead from day one.
- M&A prep secures 20% synergy gains (Call for ref)—we manage complex stakeholders so your strategy lands.
- Total confidentiality protects your sensitive moves—our 40-year track record keeps rivals out, your goals in.
Simulations
Tailored process picks your best negotiators—Find and train the perfect negotiator for your toughest deals.
What we bring to the table
Assessment
Spot and build your next negotiation stars for lasting impact
What we bring to the table
- Our 8-step/4-phase lens—trusted by 500,000—sizes up talent with clear, measurable behaviours, no guesswork.
- Firm-wide audits match negotiation to your goals—your rising stars, ready for critical moments.
- Pre- and post-training checks show real uplift—your team’s edge, locked in.
Performance Coaching
Lift your top negotiator’s game with expert coaching
What we bring to the table
- Seasoned CNO coaches craft your deal plan—tailored to your context, no nonsense, just results.
- Step-by-step wins keep you on track—20% faster prep
- Practical expertise from FTSE 100 battles—your deals, maxed out, one win at a time.
Capability Building
Train your team to negotiate with top-tier skills
What we bring to the table
- Workshops and deal coaching embed skills—basic to certified, your team’s sharp from day one.
- Profitable Team Advantage: Practical tools boost collaboration—10-12% efficiency gains (McKinsey, 2023)—turning rows into real results.
- Team Payoff: Your team shares ideas for higher customer satisfaction (internal data)—innovation and profit, delivered fast.
Organisational Effectiveness
Align your team for smarter decisions and stronger collaboration
What we bring to the table
- Smarter Decisions: We assess and improve your team’s ability to make fast, effective choices—quicker wins keep you ahead (analyst data)—no delays.
- Stronger Teamwork: We build skills in influence, communication, conflict, and change—our 4 key pillars (Kennedy research)—driving higher returns
- Practical tools streamline how your team tackles tough issues with real results.
License Our Content
Power your in-house training with our proven expertise.
What we bring to the table
- Quick plug-ins for your academies—top-notch kit, ready to roll, proven by global leaders.
- Train-the-trainer options let your team run it—cost-smart, big impact, tailored your way.
- Elite solutions from FTSE 100 and academic runs—your training, powered by unmatched expertise.
2.5x
44/1
ROI within just six months of implementation
3.5x
280
Impact of Improving Negotiation Performance
Fines
Industry data and PitchBook (2023) show negotiation cuts fines by 20-30%—$2-6B saved on a $10B risk—ripping terms from regulators’ claws, not cowering as capital rots.
Topline
McKinsey (2023, p. 6) ties negotiation to 10-12% revenue gains—$500M-$1.2B more for a $10B book—by choking concessions and hammering fee power, not bleeding in fintech graves (Bain, 2023, p. 8).
Cost
BCG (2023, p. 14) and client data peg procurement wins at 10-15%—$100-150M yearly for a $1B spend—vultures stripped bare, efficiency forged in fire.
The cost of poor negotiation Powered by Dealbook
BNP Paribas Asia Risk (2014): Miscalculated credit deals triggered $6 billion in write-downs (DealBook, Jan 2015).
Middle East Fintech Fumbles (2021): Revenue-sharing flops delayed digital rollouts by 18 months (DealBook, 2022).
HSBC Compliance Crash (2012): Weak regulatory talks cost $1.9 billion in AML fines (DealBook, Dec 2012).
