5 Communication Habits of Highly Effective Negotiators in a Softening Market

This session focuses on communication strategies in negotiations, specifically in the context of insurance and softening market conditions. Using his expertise and learnings from his time on the Yale School of Management Executive Education programme in negotiation strategies, and delivering training in negotiations to brokers, underwriters and claims handlers in over 30 different countries, Jeff Heasman will highlight what he considers to be the top 5 communication habits of highly effective negotiators.

With many negotiations now taking place in a “virtual world”, we will also look at how negotiation strategies need to take account of negotiations conducted by telephone, email and video call. In particular, we will focus on communication strategies to build relationships based on trust and mutual purpose and strategies that create and claim value for all parties.