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Seb Anthony

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Negotiation models


Have been looking through books and on the internet, but can't seem to find anything that is easy to use and understand.
Will be used for insurance claims handlers to learn how to negotiate settlements with customers
Helen Taylor

5 Responses

  1. Win-Win
    It’s the oldest but simplest model.

    Win-Win, Win-Lose, Lose-Win, Lose-Lose.

    You can illustrate it by drawing a + in the middle of a page and marking each quadrant accordingly.

    Win-Win, you win and the customer wins – the best negotatiation resolution.

    Win-Lose, you win but the customer loses – this may sometimes be acceptable in your industry.

    Lose-Win, you lose but the customer wins – again this may sometimes be acceptable but not ideal.

    Lose-Lose, nobody gets what they wanted.

    It’s a simple model, gives everybody something to aspire to and plenty to discuss around certain situations.

    Come up with some scenarios, and then ask your groups to determine different resolutions that match each of the model outputs.

    Talk about the way that makes them feel best, the requirements that the company cannot bend and therefore the second best path etc.

  2. Stuff to share
    I have some very straightforward tips on negotiation that I’d be happy to share. You may be able to convert it into classroom exercises. Send me an email.


  3. Negotiation model
    Hello Helen

    We use a RADPAC model in some of our negotiating training where:
    R= Rapport
    A= Analysis
    D= Debate
    P= Propose
    A= Agree
    C= Close

    It is used with the same teams you describe, insurance claims negotiators, and is relatively simple and straightforwrd to use.

    Good luck with it,



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