In bank fee negotiations, principled negotiations will deliver a better banking deal, more efficiently, than any other negotiating strategy. By referencing a benchmarking standard that’s independent of the bargaining strength of either party, principled negotiations are efficient at producing equitable outcomes for both banks and their customers.

Initially corporations will benefit more from principled negotiations than the banks. Historically, they have been disadvantaged in fee negotiations. Benchmarking gives them the tool they need to demand as good a deal as their peers.

Principled negotiating also promises to benefit the banks. Benchmarking data will let them justify and rationalize their pricing decisions. It will also remove much of the grumbling and suspicion that currently plagues bank fee negotiations, something that can only strengthen banking relationships.

Long term, benchmarking and principled negotiating means there will be no losers in the borrowing cost and bank fee game.