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How Underwriters Negotiate so Customers Celebrate

How Underwriters Negotiate so Customers Celebrate. I know how to get candy, do you…?. 10 . 20. 30. 40. 50. 60. 70. 80. 90. 100. Negotiation is…. The art of working with others to achieve toward a mutually satisfactory solution. 1. 2. 3. 4. 5. Ritual conflict.

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How Underwriters Negotiate so Customers Celebrate

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  1. How Underwriters Negotiateso Customers Celebrate

  2. I know how to get candy, do you…?

  3. 10 20 30 40 50 60 70 80 90 100

  4. Negotiation is… The art of working with others to achieve toward a mutually satisfactory solution. 1 2 3 4 5 Ritual conflict. The process of allocating costs and benefits. Psychological warfare/Smash mouth. A mystery not worth solving.

  5. Workers Compensation Fund 1 2 3 4 20,000 policyholder-owners Dual Distribution Channel 30 Independent agencies - 200 producers MVV’s Compassion, Expertise, Integrity, Respect, Accountability, Teamwork

  6. Why WCF? +Safety consulting 1 2 3 4 5 6 +Dividends +Local claims service +Managed Care Savings +Online Tools +Policy Holder Input

  7. 3 Negotiation Pressures 1 2 3 Being nice & kind vs. being firm & assertive My gotta haves vs. our partnership potential I negotiate for the company vs. I negotiate for me See R. Mnookin et.al.

  8. There is never enough

  9. Barriers to Negotiation Excellence Lack of training 1 2 3 4 5 Easy to “blame the market” It’s company policy … No clear company model of successful negotiation processes or outcomes We are our own worst enemy

  10. Maslow’s Message “To be a prime mover, to have control over one’s fate, to carry out and to succeed, to be a person rather than a thing, to make one’s own decisions, to have other’s acknowledge one’s work life.”

  11. If you can ask a question You can negotiate D. Cooperrider

  12. the best of what is

  13. Craft what will be now

  14. Why it works 1 2 3 4 The customer doesn’t really know if they are getting a good deal; but they always know exactly how they are treated If they say it, then they own it. You become both facilitator and negotiator The negotiation is centered on the customer’s business goals and values

  15. The other side will take shots at you.

  16. All you need is...

  17. …and tactic smarts. Organize & deploy 1 2 3 4 5 Be yourself Adapt Think combinations Be kind and possible to provoke

  18. Offers & Concessions 4 5 6 7 3 2 1 Always make the first offer Big Concessions ≠ Big concessions Medium Concessions = Medium concessions Youmustgivewhatyouwant Makebiggestconcessionearlyfollowedbysuccessivelysmallerones Swapbundlesofissues&potentialconcessions Alwayssellthevalueofyourconcession&yourgoodnature Adapted from G. Subramanian , 2005

  19. Qualities of great agreements Universality 1 2 3 4 5 Reciprocity Publicity Confidant Approval Enduring M. Wheeler, 2005

  20. “ You can’t be a better negotiator than you are a person. ” GERALD WILLIAMS

  21. Happy Negotiating! Layne Kertamus Workers Compensation Fund lkertamu@wcfgroup.com 385-351-8025

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