An Introduction to Negotiation Skills for Professionals

About the seminar

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

The main topic areas include

1) styles and strategies

2) qualities of a good negotiator

3) negotiation tactics and language

4) planning a negotiation

5) the negotiation process. An insurance related scenario will be used to contextualise the skills taught.

Learning Outcomes

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

recognise the essential qualities of a good negotiator,

understand the importance of thorough planning and preparation,

identify when the negotiation process starts and the different styles and strategies,

appreciate the importance and impact of language in the negotiation process.

The Trainer

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.