Negotiating insurance claims is one of the most complex activities of the claims profession, yet it is also an area in which adjusters get the least amount of training.

 

Even most of the lawyers they work with don’t get training! The negotiation of claims presents a significant challenge, due in part to several subtle issues.

Most of us learn how to negotiate through trial and error and from our successes or failures. In the claims business, whether an adjuster represents the carrier or the policyholder, poor negotiation skills are unacceptable. The responsibilities that an adjuster accepts when committing to serve in the insurance industry demands that he or she learn as much as possible about the art of negotiating, and to improve one’s skills by applying proven concepts and principles repeatedly until it becomes second nature.

How do adjusters learn to negotiate? The truth of the matter is, when it comes to adjuster training, negotiation skills are not the primary focus. An adjuster’s negotiation skills usually develop on the job through trial and error. Many adjusters simply learn from observing the performance of more experienced adjusters or lawyers. While this can provide a valuable learning experience, it is also fraught with danger, as one can develop as many bad habits as good. And, speaking of lawyers, who is to say that their negotiation skills are worth imitating? From where and from whom do they get their training? The answer? From nowhere! And NO ONE! Most lawyers, like adjusters, get their training “on the job.” What do they have that the average adjuster doesn’t have? Nothing more than a diploma that they can use to intimidate people into thinking that they know better than the adjuster. In fact, in most cases, they are just as uncertain, have had no more training in how to objectively evaluate their cases, and are just as nervous as the adjuster! They just learn to hide it better.

If you want to be ahead of the learning curve and have something to go on besides trial and error, there actually is something you can do to learn the art of negotiating claims.

You can sign up for AE21’s Strategic Claims Negotiations Course.

This thorough and in-depth course covers the art of claims negotiation, with an emphasis on challenges faced by adjusters. AE21’s Strategic Claims Negotiations Course enhances an adjuster’s skills in claims negotiation. It is a detailed foray into concepts and principles that have proven successful time after time for decades. It will provide the tools with which to approach new claims disposition challenges.

AE21’s Strategic Claims Negotiations Course covers the following principles:

* Communication skills in a multicultural society
* The importance of investigation, knowledge, and information
* Accurate evaluation of exposures
* The assessment of the strengths and weaknesses of one’s position
* The deployment of offers and demands
* Other tips suited for claims and legal practitioners.

You’ll gain this foundation for claims negotiation while working your way through our user-friendly and engaging online course. If you are ready to get ahead as a negotiator and fulfill your CE requirements, enroll today!

You can enroll in Strategic Claims Negotiations at our eLearning platform HERE. If you already have an account with us, simply log in and select the course from the course catalog. If you do not already have an account, begin by creating an account and selecting your licensing state. You will then have access to our full course catalog for your state of licensure.

For more assistance with creating an account and purchasing courses, please watch THIS VIDEO.

 

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