Across the divide | Negotiating claims from both parties' perspectives
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In this 30-minute webinar, designed for commercial, procurement and negotiation teams navigating claims from either side, Tim Green and Yannick Urbitsch from The Gap Partnership and Negotiation Academy Potsdam draw on commercial experience and behavioural science to tackle one of today's toughest negotiation challenges: managing claims from both sides of the table.
Increasingly volatile global markets - tariffs, rising energy and labour costs, supply chain disruption, geopolitical shocks, shifting regulations - are rewriting the terms of commercial agreements. When these pressures push costs beyond existing terms, one party inevitably comes back to the table with a claim.
The trend is accelerating. Recent research confirms the large majority of negotiators expect to face more claims from business partners in the near future.
Tim and Yannick will unpack the key considerations that shape how claims are managed, and the risks each party may unknowingly expose themselves to depending on the approach they take. They'll share practical frameworks and techniques you can apply immediately.
You'll learn:
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Research into what makes claims succeed or fail
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Why claim negotiations are often decided emotionally, not rationally
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How legitimacy, fairness and power shape outcomes on both sides
14 October 2026
8:00AM - 8:30AM EDT
Keynote speakers:
