Creating and Claiming Value in Negotiations

Session Outline

This masterclass in negotiation focuses on how to create and claim value in a negotiation. A critical skill in a hard market.

We will look at how to ensure the negotiation does not become focused around price and premium by discussing how to create value in a negotiation through identifying interests. We will focus on how to identify distributive interests (win-lose), integrative interests (win-win) and common interests.

We will then build on this by looking at how you create a strategy for placing a value on these interests for you and your negotiation partner and then how you present proposals in which value is created for all but in a way that you end up claiming the lion's share.

Learning Objectives

By the end of the webinar, participants will be able to:

• identify how to create and claim value in a negotiation.
• recognise the different types of interests in a negotiation and how you place value on these.
• implement a strategy to move a negotiation away from being centred around premium or price.

Speaker Biography

Jeff Heasman worked as a litigation executive and senior liability adjuster before branching out into language and psychology. Jeff holds both a bachelors and a masters of law degree, is a qualified language instructor and also a certified practitioner member of the Academy of Modern Applied Psychology as well as a member of the Association of Business Psychology. He delivers courses across the globe, either face-to-face or online. Jeff maintains a close connection to the industry by regularly providing consultancy in areas such as law and communication and he provides consultations with individuals and teams regarding cognitive skills, such as decision-making and problem-solving.

In 2020, Jeff graduated top of the class from the Yale School of Management Executive Education programme in negotiation strategies with a score of 100% across all modules and he is recognised as an expert in the field of negotiations within the insurance industry. Other areas of specialist expertise include insurance fraud, claims handling and the synergy between product design, brand promises, marketing messages and customer expectations.

Jeff is currently completing a doctoral thesis with a Swiss business school, focusing on human v automated decision-making in insurance claims and its potential impact on customer trust.

Who should attend

Everyone, particularly those involved in customer interaction

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