In this episode, we are going to cover how to frame yourself the right way, for more power, and specifically to negotiate a bonus as a trader.

In specific, our tool this time is the mnemonic of the first, the best or the only. If you can be the first at something, the best at something, or the only at something, your framing will be more powerful.

• The best trader in terms of returns with relative value strategies versus a "general" trader;
• The first fund manager to reach 20% returns this year versus a "general" fund manager;
• The first mezzanine lender in Germany for middle-market corporate debt versus a "general" lender;
• The best borrower in keeping a certain covenant level or repaying loans early on;

We are also going to leverage our previous technique of implementation intention to make the other side visualize how to do something:

• "Tell me what would be necessary for you accept this bonus";
• "Tell me what it would take for you to raise the bonus";
• "How can we take these other factors into consideration as well?";
• "Tell me what's necessary for you to accept changing this definition of EBITDA";
• "What would it take for you to lower the minimum value for this coverage ratio?";

Find more about these tools and situations in my video course library:

• Ultimate Persuasion Psychology (13.5 hours, 50 different persuasion techniques including these);
• 2-in-1 Fundamentals of Banking Masterclass (8.5 hours on banking - includes 4 hour course on Financial Risk Management - FRM);
• Fundamentals of Hedge Funds (6.5 hours);
• Fundamentals of Private Equity (7.5 hours);
• Common Provisions in Alternative Asset Management (4.5 hours, most common fees and provisions in LPAs/allocation agreements);

For coaching/training engagements, find me at CoachingBooking.com

In this episode, we are going to cover how to use one persuasion tool to gain an advantage in a credit agreement negotiation.

In specific, the tool we will be using is the principle of implementation intention. That is, when you ask someone about the how of doing something, they visualize it in their mind.

And the higher the level of detail that they visualize it in, the more likely they are to do it.

We are going to explore how this principle can leveraged to convince the other side to change agreement items that you may not like (the definitions of debt or EBITDA, specific coverage ratios, and so on):

• "Tell me what's necessary for you to accept changing this definition of EBITDA";
• "What would it take for you to lower the minimum value for this coverage ratio?";

Find more about these tools and situations in my video course library:

• Ultimate Persuasion Psychology (13.5 hours, 50 different persuasion techniques including these);
• 2-in-1 Fundamentals of Banking Masterclass (8.5 hours on banking - includes 4 hour course on Financial Risk Management - FRM);
• Fundamentals of Hedge Funds (6.5 hours);
• Fundamentals of Private Equity (7.5 hours);
• Common Provisions in Alternative Asset Management (4.5 hours, most common fees and provisions in LPAs/allocation agreements);

For coaching/training engagements, find me at CoachingBooking.com

In the first season of my two podcasts, The Superior Persuader and High Finance High Performance, we are going to cover five episodes with five persuasion/negotiation/sales situations in financial services. In each episode, we will cover one situation and learn about one new technique.

The five techniques will be:

1. Implementation Intention
2. The First/The Best/The Only
3. "UP" Answers
4. Influence Archetypes
5. Streamlining/Perceived Effort Manipulation

The five situations will be:

1. Debt Agreement Negotiations
2. Trader Bonus Negotiations
3. Regulator Sanction Negotiations
4. Institutional Sales/Partnership Agreement Negotiations
5. Retail Product Sales

Find more about these tools and situations in my video course library:

• Ultimate Persuasion Psychology (13.5 hours, 50 different persuasion techniques including these);
• 2-in-1 Fundamentals of Banking Masterclass (8.5 hours on banking - includes 4 hour course on Financial Risk Management - FRM);
• Fundamentals of Hedge Funds (6.5 hours);
• Fundamentals of Private Equity (7.5 hours);
• Common Provisions in Alternative Asset Management (4.5 hours, most common fees and provisions in LPAs/allocation agreements);

For coaching/training engagements, find me at CoachingBooking.com