From the annual event 2010 "The Art of Negotiation"

1. Negotiating your
Financial Portfolio
What can go wrong
in any negotiation
Elah Alkalay
VP for Business Development
IBI Israel Brokerage & Investment

2. My Objective
My Ego
Group decisions

3. My objective

4. What does the client want???

5. What does the client need??
160%
140%
- " 100 133%
120%
- " 107%
100%
80%
60%
40%
20%
0%
-20%
-40%
-60%
Capital High
Protection Return

6. If you want to win don’t let your ego in
ME

7. Overconfidence
How would you describe
your last driving experience?
About two-thirds of those asked
thought they had driven at least as well
as usual.
100% of those asked were hospitalized
following an auto accident.
68% were responsible for the accident
58% had at least two prior traffic
violations
In 56% of the cases, the vehicle was
a total loss *Source: C. Preston, S. Harris, Washington University, 1965,
quoted in "Your Money and Your Brain”, Jason Zweig

8. "Death on the Investment Committee”*
Who is responsible
Conform
Radicalization

9. Thank you!