Mediators of Southern California
Time: April 25, 2014 from 9am to 5pm
Location: Offices of American Institute of Mediation
Street: 1880 Century Park East Suite 1004
City/Town: Los Angeles
Website or Map: http://www.americaninstituteo…
Event Type: training, course
Organized By: American Institute of Mediation
Latest Activity: Feb 6, 2014
At the conclusion of the workshop, participants will be adept at implementing negotiation strategies to obtain the best results for their clients or organizations, including but not limited to:
Who should attend: This program is ideal for independent adjusters, attorneys, investigators and brokers who negotiate for a living.
Our trainer, Lee Jay Berman, adds the following comments:
There is a science and a strategy to negotiation, whether you are involved in property, liability or even workers compensation claims. Most independent adjusters, attorneys, investigators and brokers spend a significant amount of their time negotiating, whether externally on behalf of clients or managing internal matters, but most have never been trained in the underlying fundamentals of the legal negotiation process. Many successful representatives rely upon “gut instinct”, but fail to understand the science, the strategy and the art of negotiation.
At the American Institute of Mediation, our experience in working with negotiators is that most negotiate in a way that is consistent with their personality. Nice people negotiate with a more collaborative style, which can sometimes leave value on the table. People who like to play hard ball tend to negotiate in a more confrontational, bottom-line style, often walking away without reaching a deal. Successful negotiating requires mastering both styles and using them strategically, and adapting to what they see as the needs of a particular negotiation, if they are to reach their goals and represent their clients and organizations in the best possible fashion.
Advanced Combined Claims Negotiations is a lively, interactive program that studies negotiation theory and practice, negotiation ethics and game theory, and uses role-play, case studies and high-energy, interactive lecture for maximum skill development. After experiencing the practical tools we share during this highly energetic program, seasoned representatives will acknowledge having used tools like these, but never having completely understood the strategy behind them, and they will negotiate very differently, representing their clients’ and organizations’ interests with the greatest fiduciary duty in mind.