Negotiation Skills and Techniques for Insurance Industry Professionals

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This session address negotiation skills and techniques. It will be formatted to address the 7 Ps of Negotiation. It will take you through the steps of how to: (1) prepare; (2) what facts to present, and how and when to present; (3) develop the strengths for your claim; (4) determine when to talk and when to pause; and (5) react when the negotiation fails or stops abruptly. Also, this session will address how the novice moves forward to reach the ultimate goal of a successful recovery!

Meet the speaker, Robert Stern, a Subrogation Partner with Derrevere Stevens Black & Cozad.  Robert has been handling subrogation assignments since February, 1993.  Robert’s present case load spans the US.  Robert has tried, arbitrated and/or mediated thousands of subrogation claims.  Robert is also a NJ Certified Mediator with an outstanding track record; and he uses his mediator training to successfully advocate for his clients.