Negotiation is an art—and like all great art, it starts with connection.
Yesterday’s Alliance of Women in Workers' Compensation “Riding the Waves of Negotiation in Workers’Comp” reminded us just how much rapport and empathy shape the outcome of any deal—especially in our industry.
We kicked things off with a “compliment currency” networking exercise, where attendees met new faces and passed out three handwritten compliments to someone they didn’t know. It was the perfect primer for what makes negotiation work: building trust, leading with generosity, and understanding the power of emotional intelligence.
Some key takeaways that stood out from the discussion:
• Negotiation isn’t about winning—it’s about helping others win with you and walking away with an agreement.
• You have to know your outcome but be flexible with the path.
•. Information is currency. Show up prepared and stay curious throughout the process. Understand their “why” and business values.
• When tension rises, pause, think, and stay emotionally intelligent.
• Trust is crucial to success.
How are you building it from the start? Lay the groundwork early- and don’t ever try to “wing” your close.
• And perhaps most importantly: lean into discomfort—because that’s usually where growth (and great outcomes) live.
Thank you to our panelists - Julie Layton, ARM , Sherice R. , and Ellen Osborn - and the attendees for all showing up with such openness, insight, and wisdom.
And a big round of 👏🏻 to our sponsors who made this event possible: Allegiant Managed Care , Bardavon , Paradigm , Sedgwick, Optum, Almazan Law, PAM Health , Zynex Medical , ExamWorks, Emperion, and Marsh!
Jody Iverson, Monique Whitehead , Sarah Meyer , Susan Shemanski , and I can’t wait to see you in Naples next year for another pre-FL RIMS kick-off event!