Negotiation has been a critical skill for me for most of my career. I’ve worked as a product actuary, represented a major distributor, and now I’m a reinsurance intermediary.
Technical actuarial skills were never my strength. However, I’m often able to get parties
with differing goals to find a common ground, enabling a project to be completed to everyone’s satisfaction. The parties may not, and if fact should not, end up feeling like the sole winner, but they don’t come out feeling like a loser either.
There are common tactics I’ve used in my negotiations. They are:
RCL teamed up with The Ignition Group to demonstrate how dental PPO companies can optimize their network development using the competitive data from our two companies. The Ignition Group provides dental insurers with data on how their network’s participating dentists match up to competitors’, and RCL provides data on how the discounts in those networks compare. The workshop used actual data from several markets as case studies to show exactly how a company can figure out their strengths and weaknesses and develop a plan for improvement.
Solving the Dental Network Puzzle with Competitive Intelligence.pdf
Early in the life cycle of indexed annuity living benefits, Rich Tucker presents pricing considerations and reinsurance alternatives for GMWB. Originally in our July 2007 newsletter.
Indexed Annuity GMWB – Pricing Considerations & Reinsurance.pdf
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