By Nancy Hudgins
– January 24, 2012
Getting More by Stuart Diamond
I just read a fabulous new book by Stuart Diamond, negotiation expert and professor at The Wharton Business School, called: Getting More. If you want to get more out of your negotiations, get Getting More today!
Professor Diamond outlines, and then explains, 12 negotiation strategies. His rationales are likely to make “hard” bargainers second-guess strategies that may (or may not) have worked for them in the past. At a minimum, adding these strategies to your skill set will broaden your negotiation worldview.
To give you a flavor of Professor Diamond’s thinking, here are the strategies in summary form:
- Goals are paramount.
- It’s about them.
- Make emotional payments.
- Every situation is different.
- Incremental is best.
- Trade things you value unequally.
- Find their standards.
- Be transparent and constructive, not manipulative.
- Always communicate, state the obvious, frame the vision.
- Find the real problem and make it an opportunity.
- Embrace differences.
- Prepare—make a list and practice with it.
Diamond uses a simple comparison to recommend his strategies: “It’s the difference between saying ‘I play football’ and ‘I play professional football.’”
If you want to negotiate like a pro, buy the book. Read the book. Improve your negotiated outcomes. And, be sure to let me know how it worked for you!
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Posted in Book Review, Mediation & Settlement, Negotiation, SPOT on Legal.
Tagged with Mediation, Negotiation.
Why Don’t Claims Organizations Track Claims Through The Process The Way UPS Tracks A Package?
December 28, 2011
Posted in Bad Faith, Best Practices, Claims Technology, Commentary, SPOT on Costs, SPOT on Ops, Uncategorized.
Today as a customer you can track your packages from the moment they leave the store to the second they arrive at your door. During that time you can see where they are in the process. Truly amazing. Why can’t claims organizations do the same thing? How much better would a claim be if we could track it through the system in the same way UPS can track a package. Something to think about when reading the latest from theClaimsSPOT.
2 Problems To Prevent Before They Get Out Of Control: The Lily Pads Revisited
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Posted in Best Practices.
Waiting to the last minute can be a costly venture. In out latest post we tell the story of the farmer who waited to clear those innocent lily pads from his pond. He kept going on to what he thought were more important things. Unfortunately he waited to long and the lily pads took over the pond and cost him a lot more to clear. We all have lily pads we don’t want to clear from our desks. It’s time to look for them and clear them off before they strangle the life out of your pond….I know a little poetic but read on and you will get the idea.
Want To Really Save Money In Mediation? Here’s The Secret: Practice Your Negotiations
November 17, 2011
Posted in Mediation & Settlement, Negotiation, SPOT on Issues.
Like most things in life, the more you practice the better you will get at it. Try and practice negotiations wherever you are and you will become a better claims negotiator. Take a look at our latest post from Nancy Hudgins on the art of practicing your negotiations.
2 Company Types And Their Approach To Claim Audits: The Have To’s And The Wants To’s
November 9, 2011
Posted in Best Practices, Claims Auditing.
Companies can choose to audit because they have to or choose to audit because they want to. Companies that want to audit are destined to provide better customer service, happier employees, and improved results. Our latest post asks the question: Which company are you?
Military Service, Leadership & Claims: A Conversation With CNA’s George Fay, Executive Vice President, Worldwide P&C Claims
October 20, 2011
Posted in George Fay (EVP Worldwide P&C Claims- CNA), The Inside SPOT.
As part of our continued series, and in conjunction with Claims Advisor magazine, we add to our Inside SPOT interviews of leaders in the claims industry. These articles have been previously printed in Claims Advisor as part of their Executive Concerns. George Fay, Executive VP of P&C Claims for CNA. Mr. Fay has a very interesting background as a Military Investigator. How he brought that to the claims world makes for yet another example of how diverse our industry is. Please enjoy and comment on this interesting article.
Don’t Go Into Mediation Cold: Settlement Requires A Game Plan
October 3, 2011
Posted in Mediation & Settlement, SPOT on Issues.
Like football, a good play book will make executing the game plan better. That is if you have a game plan. In her latest post by contributor Nancy Hudgins, she discusses the importance of having a Settlement Game Plan. Most counsel do not spend a significant amount of time preparing for mediation and settlement. With a game plan discussed in advance, you will improve your chances of settlement.
2 Approaches To Early Resolution And Cost Savings For Litigation Guidelines
September 19, 2011
Posted in Mediation & Settlement, Negotiation, SPOT on Costs.
We welcome Nancy Hudgins as a contributing author to the Claims SPOT. Nancy is is a national mediator based in San Francisco and will be writing on resolving claims. In her first post, she points to two methods to early resolution and ways they can cut litigation cost.
100 Posts And Counting
September 6, 2011
Posted in Commentary, My SPOT.
100 articles and counting. In today’s post we stop to reflect on our latest accomplishment and provide some context as to our last 100 articles. Thanks for the continued support and we look forward to writing the next 100.
6 Ways To Conquer Procrastination – A Primer For The Claims Professional
August 17, 2011
Posted in Best Practices, SPOT on Issues.
Continuing with more insight from the Business Insider War Room, our most recent post deals with ways to fight procrastination. One of the hardest things to do sometimes is avoid distractions and focus on the work. Claims can be exceptionally exciting but at times can be rather repetitive. Working to deal with those times of procrastination in a positive way will help you become a better claims person. Take a look at these ideas and let us hear from you about others.
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Posted in Bad Faith, Best Practices, Claims Technology, Commentary, SPOT on Costs, SPOT on Ops, Uncategorized.
Today as a customer you can track your packages from the moment they leave the store to the second they arrive at your door. During that time you can see where they are in the process. Truly amazing. Why can’t claims organizations do the same thing? How much better would a claim be if we could track it through the system in the same way UPS can track a package. Something to think about when reading the latest from theClaimsSPOT.
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