Creating and Claiming Value in negotiation

Wednesday, 06 April 2022
1:00 pm – 2:00 pm (UK time)
    • Jeff Heasman, Insurance UpSkill

This masterclass in negotiation focuses on how to create and claim value in a negotiation. A critical skill in a hard market.

We will look at how to ensure the negotiation does not become focused around price and premium by discussing how to create value in a negotiation through identifying interests. We will focus on how to identify distributive interests (win-lose), integrative interests (win-win) and common interests.

We will then build on this by looking at how you create a strategy for placing a value on these interests for you and your negotiation partner and then how you present proposals in which value is created for all but in a way that you end up claiming the lion's share.

Learning Objectives

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

  • identify how to create and claim value in a negotiation.
  • recognise the different types of interests in a negotiation and how you place a value on these.
  • implement a strategy to move a negotiation away from being centred around premium or price.

Speaker Biography

Jeff Heasman is a leading international trainer and is recognised throughout the world for his work around soft skills within the insurance and financial services industries. Jeff holds both a bachelors and masters degree in laws and after many years of experience working within the legal and insurance industries as a litigation executive and senior liability adjuster, Jeff subsequently qualified as a language instructor and is a certified practitioner member of the Academy of Modern Applied Psychology.

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 law and language at Swansea University. He has delivered courses in Business English to MBA students and company directors at ESIC University in Pamplona, Spain. He still provides personal tuition in communication skills to executives in banks and financial services across the world but especially in Turkey and Spain.

Webinar Platform

This webinar is being hosted via Zoom. Slides will be available post event.

  • Online

Please note: This event is a regional collaboration between the local institutes in the area. Your booking details will be shared with the Insurance Institute of Chelmsford and South Essex, which is acting as the host institute for this event.

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