Across the divide | Negotiating claims from both parties' perspectives

In this on-demand webinar, Tim Green  and Yannick Urbitsch  from The Gap Partnership and Negotiation Academy Potsdam explore one of today’s toughest negotiation challenges: how to manage claims effectively from either side of the table. 

Drawing on commercial experience, behavioural science and recent research, they examine what happens when changing costs, market pressures or circumstances push an agreement beyond its original terms and one party comes back to the table with a claim.

They share practical approaches to help commercial, procurement and negotiation teams understand what makes claims succeed or fail, how emotion influences decision-making, and the role that legitimacy, fairness and power play in determining outcomes.

Key takeaways include:

• Research into what makes claims succeed or fail.
• Why claim negotiations are often decided emotionally, not rationally.
• How legitimacy, fairness and power shape outcomes on both sides.
• Practical techniques for approaching claims more effectively, whether making or receiving one.
  
  

This session is designed for commercial, procurement and negotiation professionals looking to navigate claims with greater confidence and achieve stronger outcomes.