This eCourse consists of two modules. Module 1 looks at the importance of commercial awareness (the ability to understand a business and what makes it successful) which is a highly-valued skill for investment bankers. While there are several aspects to obtain and demonstrate commercial awareness, particular focus is paid to understanding how banks derive revenue from core/classic investment banking services and the competitive environment in that regard.

Module 2 looks at some of the key negotiation issues and considerations for bankers. The focus is on M&A deals, where negotiation skills are particularly crucial, but some of the material can be applied to other investment banking roles where negotiation with clients and/or other parties is involved.

On completion of this eCourse, you will be able to:
- List the key aspects of commercial awareness for investment bankers and how this awareness can be demonstrated and improved
- Recognise the different types of investment bank and the competitive environment in which they operate
- Identify the key sources of revenue for investment banks, including M&A advisory, debt and equity securities underwriting, and corporate restructuring
- Identify how the context for an M&A transaction can influence the negotiations during the deal process
- Recognise the different strategies and styles used by the negotiating parties in an M&A deal
- Identify the importance of different fee structures when negotiating fees with clients for advising on M&A deals

Module 1: Investment Banking - Commercial Awareness
Topic 1: Commercial Awareness Overview
Topic 2: Competitive Environment
Topic 3: Revenue Sources

Module 2: Investment Banking - Negotiation Skills
Topic 1: Context for Negotiations
Topic 2: Negotiation Strategies
Topic 3: Negotiating Fees