NEW breakfast seminar: Negotiations and the Relationship Paradox

Bristol Harbour Hotel
Wednesday, 08 March 2023
7:30 am – 8:30 am (UK time)
    • Jeff Heasman, Insurance Upskill

Longstanding business and client relationships are an essential part of the insurance and financial services industries, yet when it comes to negotiations the stronger the relationship, the greater the potential problems. The relationship can result in agreements being reached more quickly but often they are of lower value than what they could have been and this can lead to things being left on the table, or at worse, people giving up things that they are reluctant to do so because of the pressure of the relationship.

In the long run, this can damage the relationship. This session will show how relationships impact the negotiation process, how to set boundaries and how to handle them to ensure that you and your negotiation partner maximise value and don´t fall victim to the relationship paradox.

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

➢ identify the reasons how and why longstanding relationships can negatively impact the negotiation process.

➢ recognise the key skills that can be used to overcome these potential negative impacts in the negotiation process and create better value agreements.

➢ implement a strategy to ensure that value is maximised in a negotiation and that the relationship is maintained and strengthened throughout the negotiation process.

  • Bristol Harbour Hotel
  • 49-55 Corn Street
  • Bristol
  • BS1 1HT

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at