Financial Negotiation Skills and Techniques
Background
The development finance landscape has evolved significantly over the past decade. Notably, funding from traditional multilateral and bilateral Official Development Assistance (ODA) sources has dwindled while new non-concessional finance options have emerged. While these new financing options have been timely in augmenting the domestic revenues for financing development, they are associated with high costs and risks arising from high interest rates and short repayment periods when compared to traditional sources of financing. In this regard, there is a need for governments to adequately prepare when negotiating for such instruments in order to obtain favorable terms.
Through adequate preparation and appropriate negotiation skills and strategies, governments can positively influence the outcome of loan negotiations. To achieve this, governments need to put in place negotiation teams that have the necessary competencies for effective negotiation.
In light of the above, MEFMI will offer a training on financial negotiation skills and techniques which will provide an opportunity for officials to learn concepts of negotiation, international negotiation practices, practical negotiations skills and strategies as well as key considerations in negotiating loan agreements to obtain the best possible terms.
Objectives
- To equip participants with practical skills to negotiate debt effectively.
- To expose participants to the various negotiating strategies and financing options from multilateral, bilateral, and commercial sources.
Course Content
The workshop covers:
- An overview of the evolving development financing landscape including implications and challenges for negotiations.
- Negotiation theory and practice.
- Negotiation skills.
- Loan agreement interpretation.
- Evaluating a financial agreement.
- Debt renegotiation.
Target Group
This course targets middle to senior-level officials responsible for loan negotiation in Central Banks, Ministries of Finance, Planning, Ministries of Justice, or Attorney General’s Chambers.