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Negotiating for Success


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Course Description

6.0 CE credits for General, Adjuster, Accident & Sickness, and Life licenses
approximately 6 hours, $149.00 (prices may change without notice: consult the VuBiz website)

Examine key negotiation topics, current practices, and techniques to equip yourself confidently for solving problems and successful negotiations. This program is designed to provide personnel from diverse industry sectors with an understanding of the basic process of negotiation.

6 Required Modules

Defining Negotiation
  • Define negotiation and understand its purpose.
  • Study the nature and importance of influence, persuasion, and conditioning.
  • Review authentic and manipulative behaviours and the consequences of both.
Using Persuasion
  • Learn to use persuasive techniques in a negotiating situation.
  • Study a range of persuasive techniques and some well-tried rules for their use.
  • Assess your own personal persuasion style, and compare it to a range of persuasion techniques.
Planning for Negotiation
  • Review a structured approach to strategic planning for negotiations.
  • Understand how planning strengthens your competitive advantage, increases your level of confidence and credibility, and affects the outcome of your negotiations.
  • Consider the importance of obtaining a strategic overview before negotiating.
Negotiating Tactics
  • Explore some aspects of tactical negotiation.
  • Examine a range of techniques for selection, planning, and preparation of negotiation tactics.
  • Develop a personalized, systematic approach for negotiating tactics.
The Fabric of Negotiation
  • Learn about the "fabric of negotiation" (requests, concessions, interpersonal relations, etc.) and the need for its maintenance.
  • Examine the four-stage chronological sequence of a typical negotiation.
  • Examine the interpersonal structures that form the foundation of effective negotiating behaviours.
The Power/Interest Cycle
  • Learn how the power/interest cycle can influence your negotiating strategies.
  • Examine additional techniques of expert negotiators.
  • Explore the power of rehearsal and the world of tactics and ploys.

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