Negotiation Skills – A Factor for Insurance Development in Conditions of a Changeable Surrounding

Koseska, Elena and Batkoska, Liljana (2012) Negotiation Skills – A Factor for Insurance Development in Conditions of a Changeable Surrounding. In: XI International Scientific Conference on Service Sector - Service Sector in Terms of Changing Environment.

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Starting from the existence of the modern business world, which our country is joining in the private as well as in the public sector, it is essential to establish a modern way of communication with the potential clients in that way turning them into active clients that would increase the level of insurance development.
In this paper we will consider specific cases of negotiation which will initiate modern changes and development of the insurance network through proving information and responses to the challenges in the real world and it that way being a guideline towards the ways of attracting clients (the insured people ).
A special challenge in insurance is the occurrence of complex dependent relations. The challenge is special because in insurance the product that is for sale has no physical existence and is not visible. It is in fact an insurance service whose benefits can be felt after a certain period if a damaging event occurs. This characteristic of insurance gives an opportunity to both parties in the negotiation to fulfill their goals, which would mean common creation of new insurance services and products that are a result of specific market needs, giving discounts, creating package services etc.
People tend to regard the economic exchanges as a win-lose situation. However, these exchanges can also be structured as a win-win, in which case there is a possibility both negotiation parties to be winners. ( Bank insurance in an example where both bank and insurance services are received ) . The negotiation challenge, especially in the scope of insurance is finding a solution that would satisfy both parties.

© 2011 Published by Elsevier Ltd. Selection and/or peer-review under responsibility of Faculty of Tourism and Hospitality – Ohrid, University “St.Kliment Ohridski”- Bitola.

Keywords: negotiating techniques, integrative negotiation, deceitful tactics.

Item Type: Conference or Workshop Item (Paper)
Subjects: Scientific Fields (Frascati) > Social Sciences > Economics and Business
Scientific Fields (Frascati) > Social Sciences > Media and communications
Scientific Fields (Frascati) > Social Sciences > Psychology
Divisions: Faculty of Tourism and Hospitality
Depositing User: Mr Bojan Sekulovski
Date Deposited: 24 Oct 2017 10:01
Last Modified: 06 Nov 2017 07:44

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