Negotiation puts hockey in the penalty box Questions: How would you characterize the NHL negotiations distributive or integrative?
Developing trust, knowing the details of the file, and good listening skills are fundamental to being a good negotiator, according to industry veterans.
In addition, timing may be the most misunderstood part of the process. Hood, an attorney at Neilsen, Zehe, Antas, P. According to these experts, there are a number of key items that adjusters need to consider when dealing with a claims negotiation, including: Developing trust is as easy as knowing the details of the claim and of the insured or claimant.
If an attorney has already been retained, rather than wait for a demand package before beginning an investigation and evaluation, the adjuster should make contact at the first notice of the loss.
Santolucito recommends calling the attorney and sending a follow up letter requesting documentation and a face-to-face meeting with the claimant. They should also forecast other issues that may arise. Santolucito notes that distinguishing between primary and secondary issues is important.
Primary issues are the recognizable ones such as property damage and medical bills, while secondary issues including loss and sorrow have a more intrinsic value.
Listening skills prove invaluable because secondary issues will become much more important than the primary issues during final negotiations. Santolucito also advises adjusters not to forget to address quasi-monetary issues such as annuities and structured settlements, subrogation apportionment agreements, immediate payment, wire transfer, and expensive litigation in their evaluations.
Being prepared also means researching the mediator, adverse party, and the adverse attorney ahead of time and especially prior to settlement discussions.
While there are multiple benefits of good preparation, the most obvious is the development of a carefully planned strategy that should, in turn, lead to the best results. The presenters at the PLRB seminar offered some strategies and techniques for maintaining control including: Another tip provided by the presenters: Finally, the presenters advised adjusters to remember that empathy carries weight in the negotiation process.
Then, review what headway was made and where differences remain. If settlement is accomplished, the adjuster should get the basics in writing and lay out any contingencies before leaving; knowing full well that subsequent issues, like payment terms, release language, and court costs can delay the actual settlement.
Regardless of the outcome, good adjusters learn from the process and move on. Was this article valuable?Negotiating parties are often reluctant to reveal their BATNA (best alternative to a negotiated agreement) to the opposing party. Do you believe that parties in the NHL negotiation were aware of each others BATNA?
Feb 05, · One of the all-time bestselling books on negotiation is Getting to Yes by Roger Fisher and William Ury. Millions of people have purchased and read this .
Negotiation Rules – Bargaining Process. guidelines on what to do and what not to do in order to attain mutually satisfactory results in Government contract negotiations. Rule 1: Be Prepared. Importance of Preparation.
Considering Your BATNA.
When a walkout appears eminent. National Hockey League and the National Hockey League Players Association Collective Bargaining Agreement Transcript of NHL + NHLPA CBA.
Distributive Negotiations Target Point & BATNA National Hockey League-VERSUS-. Breaking the Ice of Negotiation Barriers: A Case Study Analysis of the NHL Dispute The National Hockey League (NHL) has been in existence BATNA for each party regarding league-wide salary cap and salary rollbacks.
In addition, another item warranting. The BATNA definition is the ability to identify a negotiator's best alternative to a negotiated agreement. Three Sources of Power at the Bargaining Table to learn more about power in negotiations and how BATNA helps negotiators to make solid strategies for the negotiation table).
The NHL Negotiations; Case Study of Conflict Management.