Nuclear Negotiations: A CLM Conference Session Preview
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Nuclear Negotiations: A CLM Conference Session Preview
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About this listen
Join host Ashton Kirsch for a preview of his upcoming CLM Conference presentation on negotiation strategies, featuring claims experts Amber Guenther from Alliant Insurance Services and Cortney Helfrich from Wilbur Group. This episode tackles why negotiation is the most undervalued skill in claims, applicable to everything from subrogation recoveries to defense settlements. The panel discusses practical strategies, including the 70/30 rule (listen more than you speak), how to keep emotions out of high-stakes conversations, and why building relationships beats transactional approaches every time.
The conversation covers critical industry challenges like nuclear verdict fears driving poor settlement decisions, the importance of first impressions in negotiations, and how to train adjusters to handle difficult adversaries without getting rattled. Learn why every claim deserves individual attention, how to de-escalate heated negotiations, and why practicing negotiation daily (even when buying jeans) makes you better at closing deals.