Negotiation skills

This is an interactive and fun session that introduces the key elements of good negotiation skills specific to the insurance industry.

Good negotiation skills are crucial to many different roles within the insurance industry, and though we may not realise it, most of our day-to-day work centres around negotiations. That said, little or no formal training is devoted towards these essential skills specifically within the insurance industry.

The main topic areas include

• styles and strategies
• qualities of a good negotiator
• negotiation tactics and language
• planning a negotiation
• the negotiation process; an insurance related scenario will be used to contextualise the skills taught

Learning Outcomes
By the end of the session, delegates will be able to identify:

• essential qualities of a good negotiator
• the importance of thorough planning and preparation.
• when the negotiation process starts and the different styles and strategies
• the importance and impact of language in the negotiation process

Speaker's biography
Jeff Heasman is a former senior liability adjuster with Crawford & Company and has also acted for claimants in litigation at some of the UK’s leading law firms. With many years of industry experience in law and insurance, he has dealt with litigation up to the Court of Appeal in London and handled claims arising from various worldwide jurisdictions. Jeff is also a qualified English language trainer and has taught international negotiation skills to directors and MBA students at a private university in Spain. Jeff has also taught legal and academic English at Swansea University and he is a lecturer in the law of torts, having taught at a private university in Africa where he was Dean of the Faculty of Law. In addition, he frequently provides training on plain English and insurance law to companies and organisations throughout the world. Jeff has designed and delivered courses in negotiation skills for leading insurers and brokers throughout the world.

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