Learn to negotiate with confidence.

Course information



2 days

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This is a two day course that focuses on negotiating, and learning how to negotiate successfully to win. This is an important tool to use in the handling of claims.

Negotiating is certainly a skill and can be a vital and beneficial part of a successful claims department. You will be presented with skills that will make you a better negotiator. You will learn to use these skills to negotiate with confidence.

Upon successful completion of this course, the student should have the skills necessary to evaluate a file for negotiating, determine the range, evaluate circumstances and other important factors that affect the range, and demonstrate the ability to properly negotiate a claim to conclusion.

Continuing Education Units:

This course may be available for Continuing Education credits, please contact Vale for details.


Adjusters and claims handlers for insurance carriers and independent companies, third party administrators, self-insured companies, and others who are responsible for negotiating claims for settlement. Negotiating is for both property and casualty claims handlers and adjusters, however is more beneficial for those in the casualty fields.

Who will benefit:

Adjusters and other insurance company claims handlers with experience levels from trainee to experienced adjusters. For those who want to learn and improve their evaluating and negotiating skills to achieve successful claim conclusions.


Introduction to Winning Negotiations

What and Why of Negotiations


Three Key Aspects – Coverage, Liability & Damages

Negotiation Range

Beginning Phase

Tactics and Concessions


Acting in Good Faith



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