Technical Note
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Negotiating with Banks

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).

Collection: IESE (España)
Ref: FN-639-E
Format: PDF
Number of pages: 13
Publication Date: Jun 18, 2018
Language: English, Spanish

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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).
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Negotiating with Banks

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"Negotiating with Banks"