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Chartered Insurance Institute
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Negotiation skills for brokers - one day course


This course will help you to plan and prepare for structured negotiation, develop strategies with clear objectives, use appropriate negotiating styles, influence power positions in a negotiation, create an appropriate negotiation climate, actively use verbal and non‐verbal communication as well as recognise the most common tactics.


  • What negotiation is and isn't 
  • Negotiating when both sides have advantages and weaknesses and both sides have critical needs
  • Preparing for negotiation including setting objectives, gathering information and deciding which objectives which are critical, important or 'nice to have'
  • Communication skills, including how we communicate, creating the right impression and obtaining information
  • Influencing skills using consultation, inspiration and persuasion
  • Carrying out the negotiation, including:
    • Assertive, aggressive and passive behaviour
    • Using the broker/insurer relationship
  • Gaining recognition for all aspects of the offer, whether charged for or not
  • Developing a strong and ongoing relationship by building trust and understanding which will help with future negotiations.

Learning outcomes

At the end of the course you will be able to:

  • Understand what negotiating is all about and prepare effectively 
  • Use communication skills to aid the negotiating process  
  • Influence others and develop stronger relationships
  • Carry out negotiations with greater confidence.

Who should attend?

This course is designed for brokers and others who need to conduct negotiations with insurers, clients and others in the course of business. The techniques will be useful in a variety of situations but with the common theme that the parties will negotiate again in the future.

CPD hours

Attendance of this course awards up to 6 CPD hours where you consider it relevant to your professional development needs.

Book online

Regional venues sold out!

Scheduled regional dates for this course have now sold out, please keep checking the website for updates to availability. Dates are added subject to demand and can also be run in-house for corporate clients.