Participants will explore solutions to negotiating challenges that are both tangible and relevant to today’s banking environment. Through facilitated discussions, they will transform these solutions into specific strategies for improving their negotiating skills and reaching creative solutions that work for both the customer and the bank. The case study is about JS Manufacturing, Inc., a customer of the bank that has asked for a term loan to finance some capital equipment. The pre-course introduction includes a summary of the pertinent financial details. During the training session, groups are assigned either the role of the banker or the role customer and given role-specific information. Then the negotiation begins with each group working through a fivestep process to achieve the best outcome.