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VAT on Virtual and Online Programmes

VAT is applicable on virtual programmes to delegates attending from the UK*. If participating from the EU, a valid VAT number is required to ensure VAT will not be charged under the reverse charge mechanism. VAT is not applicable to attendees from all other countries.
*For virtual courses ran through our Asia office, VAT may be applicable to HK and Singapore residents only. Find out more by contacting


Claiming Back Your VAT

All attendees of a London based course incur VAT as a part of the cost of attendance.

Euromoney Learning have partnered with VAT IT to allow you the unique opportunity to recoup the VAT incurred.

Using VAT IT's extensive experience and simple sign-up and refund process, every invoice can be turned into cash for your business.

Claim the VAT that's rightfully yours in four simple steps:

1. Register your interest

2. Sign a few simple documents

3. VAT IT processes your claim

4. Receive your refund

Why choose VAT IT 

VAT IT have spent two decades identifying, researching and perfecting the foreign VAT Reclaim process and built the best back end technology in the industry. By partnering with Euromoney Learning, we can provide you with a fast and effective way to reclaim your VAT which helps reduce the cost of your training.

VAT IT will charge a percentage of the VAT refund if/when it is successful. 

Can I claim back the VAT myself?

You can claim back VAT directly from the UK Tax Authority (HMRC) by completing the following form. 
For European clients, please refer to form VAT 65
All other clients, please refer to form VAT 65A.


You may also be able to claim back your VAT against courses taking place outside of the UK, and we would recommend contacting VAT IT, our specialist partner, to discuss how to do this.

Mastering Financial Negotiations

Senior managers, advance your negotiation skills in banking & finance
  • This course will take place using Video Conferencing Technology.  To find out more, please contact 



    Mastering Financial Negotiations is a three-day programme designed to enhance your negotiating skills so you can secure and retain business at an acceptable return, whilst developing and strengthening both internal and customer relations.
    By the end of the programme, you will be able to: • Define how financial negotiation differs to negotiation in other industries
    • Utilise case studies from different banking sectors
    • Explain the role that negotiation has within your organisation’s strategy
    • Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed/changed so as to improve their performance in future negotiations
    • Explain the phases and stages involved in a negotiation
    • Prepare and plan for a negotiation in a systematic, flexible and effective way
    • Distinguish between “Concession trading” and “Concession making”
    • Communicate more effectively by using questioning, listening and observation skills
    • Distinguish between tactics which are acceptable and those which are not
    • Approach your next negotiation with confidence, using ideas generated during the workshop

    How will this course benefit you?• Learn the negotiation process and how to manage each of its different stages
    • Obtain detailed knowledge of tested negotiating techniques and how they can be applied in the context of your organisation
    • Become aware of their preferred negotiating style along with its strengths and weaknesses
    • Develop an internal network of contacts and relationship
    • Learn how to get the best possible outcome while maintaining and improving their relationship with clients


    This programme is highly interactive, with a good deal of exercises and activity to emphasise key learning points and ensure the learning experience is practical and relevant.


    Note - A good level of spoken and written English is required to attend this course. Delegates should be of an intermediate standard in English at a minimum. Please refer to the Common European Framework of Reference for Languages - as a guide the level required is B2. 

  • This course will take place over video conferencing technology.   To find out more, please contact

    The course will run over 3 distinct sessions each day, with additional time factored in for extra discussion.   All times are British Summer Time (BST)

    Session 1 - 9am - 10.30am

    Session 2 - 11am - 12.30pm

    Session 3 - 1.30pm - 3pm



    Day 1


    • Welcome & personal Introductions
    • Key objectives for the day

    Introduction to Effective Financial Negotiation Skills

    • Individual development areas: What would each participant like to achieve from the course?
    • What is negotiation?
    • Who do we negotiate with in our working lives?
    • What do we negotiate on behalf of the bank?
    • Characteristics of the ideal negotiator and the poor negotiator in areas like Operations, Treasury, Corporate Finance...

    Exercise: Red Blue Negotiation. Key learning points here: The impact of emotions on behaviour during negotiations; How to confirm and implement negotiated terms.

    Overview of Effective Financial Negotiation Skills

    • What is negotiation?
    • Who do we negotiate with in our working lives
    • What do we negotiate on behalf of the organisation?
    • How does negotiation differ from selling?

    Exercise: The Chef’s Dilemma – an exercise highlighting the dilemmas that negotiators face

    The Psychology of Effective Financial Negotiation

    • Personality Types and how to effectively deal with them
    • The difference between being passive, aggressive and assertive
    • The importance of managing your behaviour when being assertive
    • What will assertiveness do for you and your organisation?
    • What are the costs for an organisation if people are aggressive or passive?
    • How can you become more assertive?

    Exercise: Delegates work on a number of negotiation scenarios

    Effective Communication when negotiating

    • Learning how to really see the world from the other party’s point of view
    • Social profiles: individual preferences for communication and negotiation
    • Using effective questioning and listening to spot your negotiating counterparty’s social profile

    Exercise: Listening quiz

    The FX Game – An Intriguing and Emotional Negotiation Exercise

    • Working in isolated teams, participants undertake an intriguing and competitive negotiation exercise.  The FX Game gives participants the chance to practice strategic planning and influencing skills

    Day 2

    Negotiating the Best Deal: Dealing with Pressure and Satisfying the Client

    • The importance of recognising cues to help you through the process
    • Dealing with pressure to reduce your price
    • Establishing your power base
    • Understanding and using variables in the negotiation

     Phases and Stages in a Negotiation in Financial Services

    • The negotiation process: prepare/discuss/propose/bargain
    • Planning and preparing for a negotiation – how it fits with your organisation
    • Facts that you should know about your organisation and tell your clients
    • What should you say at the start:  What to tell and what to keep back
    • Exploring interests – managing the information exchange
    • Opening positions – yours and your counterpart’s
    • Variables and options: Concession-making vs. concession-trading

    Case Study: The skills of effective negotiation – what to do/what not to do

    Six Rules of Financial Negotiation

    • Key rules: set maximum and minimum objectives, aim high, keep the whole relationship in mind, never give away a concession for nothing, keep searching for variables, don’t be afraid to walk away

    The Harvard Negotiation Technique: A Toolkit for Success

    • The Harvard technique is often seen as the gold standard in the negotiation process.  This part of the course will examine the technique and apply it in the financial services arena.
    • When to show your hand and when not to
    • How to make tentative agreements in complex negotiations
    • Using criteria against willpower
    • What to do if you hit deadlock

    Major Negotiation Role Play: The Harvard Negotiation Technique: A Toolkit for Success

    • Negotiation role-play incorporating the new elements from Harvard Technique session
    • Feedback undertaken in plenary session
    • Debrief and discussion: what went well and what could have gone better

    Day 3

    Winning Trust in Financial Negotiation

    • Why is trust the basis for effective negotiation
    • What are some effective communication strategies and the place they have in creating negotiation outcomes
    • The creation of rapport and it importance in the negotiation process
    • Using certain techniques to create rapport and influence

    Exercise: Trust / negotiation activity

    Reading Body Language

    • Reading the body language of your counterpart
    • The unhappy body: reading defensive, nervous, insecure, frustrated... gestures
    • The happy body: reading confident, open, ready, co-operative... gestures

    Dealing with Difficult Negotiation Situations

    • Types of behaviours to use and avoid when negotiating on behalf of your organisation
    • Dealing with difficult negotiators and those who may want to take advantage of you!
    • Spotting and using gambits and ploys of those who negotiate with your organisation
    • Tactics which are acceptable and those which are not
    • Using the six laws of influence
    • Preparing a convincing case on behalf of your organisation
    • Negotiation “gurus” and their advice as to how to negotiate well

    Gaining Agreement

    • Techniques for handling objections: the 4C and 3F techniques
    • 10 different closing techniques for winning more business on behalf of the organisation
    • Saying “NO” positively

    Stop-start role play: Participants work in groups to negotiate better deals 


    • Negotiation role-play incorporating the new elements from objection handling session
    • Feedback undertaken in plenary session
    • Debrief and discussion: what went well and what could have gone better

    Action planning

    • Participants consider their strengths and development areas as negotiators
    • Improving negotiation skills – Personal Action Planning


  • Our Tailored Learning Offering

    Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company’s exact requirements? If you’d like to do either of these, we can bring this course to your company’s office. You could even save up to 50% on the cost of sending delegates to a public course and dramatically increase your ROI.

    If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

    We produce learning solutions that are completely unique to your business. We’ll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.

  • We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

    We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

    • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
    • Track record – 10/10 of the world’s largest banks have chosen us as there training provider and we have delivered training across the largest banks and have trained over 25,000 professionals.
    • Knowledge – our 100+ strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
    • Reliability – if we promise it, we deliver it. We have delivered over 25,000 events both in person and online, using simultaneous translation to delegates from over 99 countries.
    • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 4.2/5 on service and 4.7/5 on Coursecheck
This course can be run as an In-house or Tailored Learning programme


  • Robert Conlon


    The Course Director is a leading global sales and service consultant with a sales management career grounded in blue chip financial organisations such as Barclays Bank and Axa Finance spanning over 15 years. For Barclays International and he was fundamental in the creation of their global relationship management training programme for their global off shore retail banking operation. His strong reputation in leading successful relationship management teams has led him to be invited to write for Reuters Business Intelligence. Robert is now a highly successful training consultant delivering courses internationally to a diverse range of clients including HSBC, Hong Kong Monetary Authority and Deutsche Bank. He specialises in relationship building skills for the retail banking industry.His training skills have been formally accredited by City University, UK, and he has recently completed the renowned Business Development course at Babson Business School, Boston USA. In recognition of his experience he has recently been elected as a Fellow of the Institute of Sales and Marketing. His courses are known for their interactivity and innovative nature and are highly in demand by banks across the world.