The following article is based on Ms. Allison's presentation at the ASCnet Conference, which was held in October in Nashville, Tenn.
RAISE YOUR HAND if you've been trained in the art of negotiation. It's not a skill taught in school. You learn it in the real world. Have you ever bought a car? A house? If you've ever haggled over the price of anything, then you've negotiated. We do it all the time even though many of us haven't been shown how.
Our jobs as insurance agents require that we negotiate, especially with underwriters. Negotiate well, and we secure coverage for our clients and capital for our carriers. Negotiate poorly and you could lose time, money and customers. The art of negotiation is a critical skill, to be used not only with your underwriters, but on a regular basis with others.
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