Many people think about negotiations in a formalized way: offer, demand, counter, counter to the counter and so on. This back-and-forth dance can make many feel uncomfortable. However, negotiation is both an art and a skill. By its very nature, negotiating can be a bit adversarial, yet it can also be personally gratifying to know that a timely, fair and equitable resolution was achieved to the matter at hand. Negotiations are a key component of the claims handling process. While some negotiations can be a breeze to resolve, others can prove challenging and daunting to all parties involved. So what are the keys to handling a tough negotiation?...

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