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