A leading insurance company choose bespoke negotiation skills training
Cutting edge negotiation skills for insurance professionals
A core element of this company's business culture is encouraging their staff, whether underwriters, actuaries or claims people, to pick up the phone in order to maintain and develop effective business relationships. This leads to a culture where staff are enabled and encouraged to negotiate on behalf of the business.
Many of the staff are consistently called on to negotiate in a variety of settings. By enabling their staff to support their practical negotiation experience, with interactive skills based negotiation training, will equip them to be more competitive in the market place.
A creative partnership
CEDR was invited by the Learning and Development team to tender for the provision of a negotiation course as part of the companies' core training curriculum. The CEDR course was selected for the ability to give a firm grounding in negotiation theory, whilst also providing bespoke element in relation to the specific context of the company and the insurance market.
The Senior Training Consultant worked closely with the Learning and development at the company to match the elements of the course with the objectives of the senior management and the staff development aims.
The learning objectives of the course were agreed as:
- Hone interpersonal skills
- Work on negotiation process management skills
- Develop bargaining skills
In order to embed the skills and to allow reflective learning, the company chose a 1 ½ day format with theoretical input intercut with practical exercises and role-play.
With experience in adapting of negotiation theory into different sectors and contexts Isabel Phillips worked with insurance specialists to design and deliver a course tailored to the specific needs of those negotiating in the context of the insurance industry generally and the field of this company specifically.
The delegates attending the course have drawn attention to the fact that the course worked on “practical skills which I will use on a daily basis” and the fact that there were “practical examples that specifically related to our industry”. All the delegates rated the course overall as very good or good and particular attention was drawn to the fact that the course was centred on the objectives and allowed delegates to set individual objectives and monitor whether they were achieved.