Webinar - Negotiations and the Relationship Paradox

Overview

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.

Learning Objectives

• 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.

Jeff Heasman - Insurance Upskill

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.