An Introduction to Negotiation Skills for Insurance Professionals

Offices, Medicash
Tuesday, 08 October 2019
12:00 pm – 1:30 pm (UK time)
    • Jeff Heasman


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.

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

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.

Speaker Biography

Jeff Heasman is a leading international trainer with many years of experience working within the legal and insurance industries as a litigation executive and senior liability adjuster.

In addition to having handled litigation up to the Court of Appeal in London and dealt with insurance claims arising from many worldwide jurisdictions, Jeff has extensive experience of providing training to lawyers, insurance professionals and English language teachers across the world.

Jeff has been Dean of the Faculty of Law at Cavendish University Zambia (CUZ) in Africa, where he was also a lecturer in the law of torts. He has also been a tutor in Legal and Academic English at Swansea University and has delivered courses in Business English to MBA students and company directors at a private university in Spain.

Jeff has delivered many public lectures on subjects such as the law of torts and plain language and has provided training in insurance law and practice to some of the world's largest and most prestigious organisations, as well as regularly providing seminars for the Chartered Insurance Institute in the UK. He is currently working with organisations to promote plain English in the insurance industry and has experience of editing insurance policies.

Jeff regularly writes blogs for different organisations and articles on skills and communication, including for the global industry newspaper, The Lawyer. He has taken part in media debates on the insurance industry in the UK and has also appeared on national television and radio in various countries, primarily talking about the communication skills of law students and lawyers. Jeff remains actively involved in the industry on a practical level by working as a consultant for Abbak Attorneys, a niche law firm based in Istanbul, Turkey and he also provides expert reviews on policy and legal liability for claims companies based in the UK.

  • Medicash Offices
  • 1 Derby Square
  • Liverpool
  • L2 1AB
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CII Accredited

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

1 1/2 hours' 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