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Underwriters iWorkbook – Negotiation

$89.99 $44.99

Upon completion of this course, participants will be able to:

  • Describe 3 styles of negotiation + pros / cons
  • Use essential negotiation planning to leverage efficiency and success
  • Differentiate between strategies & tactics
  • Apply strategies & tactics in actual negotiations
  • Counter strategies & tactics used by others
  • Employ the best approaches for opening, conducting, and ending a negotiation
  • Apply power to bargaining status
  • Overcome objections and problems with questioning skills
  • Use flexibility to overcome common challenges
  • Finalize agreements to insure durability


  • Overview and Objectives
  • What’s Your Negotiating IQ?
  • Negotiation Pre-Test

Part 1: Negotiation – What Is It?

  • What Do I Negotiate?
  • Recognizing Negotiations
  • Creating Proper Perceptions

Part 2: Styles of Negotiation

  • Evaluating Negotiation Outcomes
  • Negotiation Styles
  • What’s The Best Style?
  • The Best Outcome

Part 3: Pre-Negotiation Activities

  • Pre-Negotiation Planning
  • How Did You Do?
  • Choose Your Partner
  • Where and When
  • Answers: Where and When
  • Negotiation Issues
  • Negotiation Goals
  • The Three-Tiered Goal System
  • Using Three Tiers
  • Three-Tiered Goal Analysis
  • Flexibility and “Plenty of Room to Move”
  • Your Partner’s Goals
  • Three-Tiered Goal Analysis Worksheet

Part 4: Strategies and Tactics

  • What’s In a Word?
  • Strategy vs. Tactics
  • Add a Little Substance to Your Strategy
  • Examples: Ten Important Strategies
  • Determining Your Approach
  • Answers: Determining Your Approach
  • What’s What in Tactics
  • Prepare to Counter

Part 5: Conducting Negotiations

  • Opening The Negotiation
  • Smart Beginnings
  • Who’s on First?
  • Bargaining Chips
  • Bargaining Chips – Your Currencies of Trade
  • Bargaining Power
  • Answers: Bargaining Power
  • Give It Up!
  • Winning Through Concessions
  • Answers: Winning Through Concessions
  • Presenting Your Goals
  • Answers: Presenting Your Goals
  • Presentation Pointers

Part 6: Handling Objections

  • Disagreement and Conflict
  • Objections – Opportunity Knocking
  • All Objections are Not Alike
  • Objection-Handling Wheel
  • Discover the Secret
  • Resolving Deadlocks

Part 7: Closing the Negotiation

  • Closing Objectives
  • The Trial Close
  • Closing Techniques
  • Closing in on the Close
  • Wrap It Up!
  • Answers: Wrap It Up!


  • Negotiation Pre-Test Answers and Scoring Guide
  • Key Point Summary
  • Definition of Terms
  • The Final Exam


What is the best method for negotiating durable agreements with agents, brokers, or company personnel? This course identifies the criteria for evaluating negotiation success, examines the three basic negotiating styles, and covers both the basics and the finer points of planning, strategies & tactics, bargaining & concessions, and conducting negotiations. Underwriters learn a comprehensive approach to preparing for negotiations that will help them determine – and reach – their goals.

The Negotiating Planning Worksheet and Three-Tiered Goal Analysis are provided to help underwriters set and prioritize negotiation goals. Effective preparation and appropriate strategies & tactics are only useful if the negotiation itself is well executed. In this course, underwriters also learn the best techniques for opening, maintaining, and closing negotiations with producers and company personnel. They learn how to overcome objections, employ flexibility, and remove common negotiation “road blocks.” By effectively steering the course of a negotiation, the underwriter gains greater control over both the process and the result.

PRISMS Course iWorkbooks are supplied as password-access PDF files, and are fully interactive – forms, Q&A’s, quizzes, and all other user input is enabled in the PDF file, which can be viewed and used on any internet-enabled device containing an Adobe Acrobat PDF reader application. Please Note: A standard PDF reader is required; the file will be rendered inactive if launched in an alternate reader such as a web browser or “preview” application.


1. Purchase for the number of users you expect to need access to the iWorkbook(s). In order to enjoy volume discounts, you may wish to order for users who may not be on-boarded yet; “access slots” can be filled in later on.

2. Submit user data (name and email address) via a simple spreadsheet file provided following purchase, from which file access credentials will be produced and sent to you within one business day.

3. Download a single “master file” of the iWorkbook(s) and distribute to all designated users along with their access credentials.

4. Take credit for amplifying skills, raising professionalism, and improving on-the-job results with proven PRISMS learning!

Volume discounts automatically applied based on total number ordered.

Delivery of your order happens in two steps:

1. File access. Immediately upon confirmation of payment, you will receive a link to download your PRISMS iWorkbook. But you won’t be able to access the book itself just yet. That’s because you’ll need…

2. Credentials. Simply use the iWorkbook user list form provided following checkout to supply us with the name and email address of each learner. Usernames and passwords are generated on our side, and will be emailed to you within one business day of purchase.

Note: If you want to take advantage of volume discounts and don’t have all your learner names yet, that’s okay! You can always supply us with new user data later on.