The art of negotiation


The art of negotiation

When companies come together and start merger negotiations it can be the first step on a journey that might not end where the parties thought it would. What are the dos and don’ts of the art of negotiating? Intelligent Insurer hears from James Thomas, managing director at negotiation consultants Seren Partnership.

For the reinsurance industry 2015 has been, and will continue to be, defined by the art of negotiation.

It is, arguably, an industry built around this skillset in many ways as the numbers of intermediaries perhaps proves. But whether you are sidling through the coffee tables of the Café de Paris in search of your next appointment or indulging in one of the smoking rooms of the Brenners in Baden-Baden, if you listen carefully you will hear one common type of conversation: negotiation.

This year has seen that skillset emerge on to centre stage—and not always in the most flattering of ways. The merger and acquisition (M&A) frenzy in the industry this year has resulted in some very public spats between companies as they wrestle for control of a deal.

James Thomas, Seren Partnership, Europe, Negotiation, Mergers & Acquisitions, M&A

Intelligent Insurer