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Negotiating with Banks

Santomá, Javier ; Vázquez- Dodero, Juan Carlos ; Maza Mur, Jesús

Reference: FN-639-E
Number of pages: 13
Publication Date: Jun 18, 2018
Source: IESE (España)
Type of Document: Technical Note

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Description

This note describes the negotiation process between banks and small companies to get loans, and it discusses the factors that financial institutions study when deciding whether or not to grant a loan. The process is divided into five phases: previous relations with the company, preparation of the application, the negotiation per se, the bank's decision, and upkeep of the relationship. This case replaces the technical note with the same title from the same auhtors (FN-459).

Keywords

Negotiations