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Advanced Combined Claims Negotiation

with Lee Jay Berman

At the conclusion of the workshop, participants will be adept at implementing negotiation strategies to obtain the best results for their clients or organizations, including but not limited to:

Who should attend: This program is ideal for independent adjusters, attorneys, investigators and brokers who negotiate for a living.

There is a science and a strategy to negotiation, whether you are involved in property, liability or even workers compensation claims.  Most independent adjusters, attorneys, investigators and brokers spend a significant amount of their time negotiating, whether externally on behalf of clients or managing internal matters, but most have never been trained in the underlying fundamentals of the legal negotiation process.  Many successful representatives rely upon “gut instinct”, but fail to understand the science, the strategy and the art of negotiation.

At the American Institute of Mediation, our experience in working with negotiators is that most negotiate in a way that is consistent with their personality.  Nice people negotiate with a more collaborative style, which can sometimes leave value on the table.  People who like to play hard ball tend to negotiate in a more confrontational, bottom-line style, often walking away without reaching a deal.  Successful negotiating requires mastering both styles and using them strategically, and adapting to what they see as the needs of a particular negotiation, if they are to reach their goals and represent their clients and organizations in the best possible fashion.

Advanced Combined Claims Negotiations is a lively, interactive program that studies negotiation theory and practice, negotiation ethics and game theory, and uses role-play, case studies and high-energy, interactive lecture for maximum skill development.  After experiencing the practical tools we share during this highly energetic program, seasoned representatives will acknowledge having used tools like these, but never having completely understood the strategy behind them, and they will negotiate very differently, representing their clients’ and organizations’ interests with the greatest fiduciary duty in mind.

What people have said about Lee Jay's course:

"The course presented a great deal of material with clarity in a short period of time. My negotiation skills are greatly enhanced and this course is my springboard."

- Neil Reynolds, Architecture and Construction Consulting, Woodland Hills, CA

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Approved for 6.5 hours of MCLE Credits in California.

This course is one full day, it will begin with breakfast and registration beginning at 8:30 a.m., class will commence at 9:00a.m., with an hour for lunch and one 10-15 minute break in the morning and the afternoon.  Continental breakfast, lunch and snacks will be served and are included. We typically end by 5:00 p.m. Please arrange to stay to the end and schedule outgoing flights after 7:00 p.m.

Enrollment Pricing

Pricing Options  

General Enrollment


$495 With Early Bird Discount

Affiliated Organization


$295 With Early Bird Discount




NOTE: Mediator's Starter Kit is available at a discounted price of $129 (regular $149) when bundled with enrollment in this course.

*May be subject to verification. Available to full-time employees of government agencies and non-profit organizations.

  • Recognizing and foreseeing opponents’ negotiation strategies in order to anticipate their next moves;
  • Integrating game theory into their negotiating strategy to maximize bargaining position;
  • Countering negotiation tactics by identifying them and being prepared with the right response to render them ineffective;
  • Increasing efficiency by developing tactics to settle claims faster and close more files;
  • Utilizing collaborative and creative negotiating strategies at the appropriate time to seek out non-monetary solutions;
  • Managing negotiations in a way that turns a negative into a positive, building customer loyalty and goodwill without giving away the store.

Our trainer, Lee Jay Berman, adds the following comments:

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