Live Seminar

Negotiating Claims with Insurance Companies



Tuesday, March 20, 2018


9:00 AM - 4:30 PM

Product ID#:



Holiday Inn Fort Lauderdale Airport

2905 Sheridan Street

Hollywood, FL 33020


$349 / Each Additional

Registration Includes Course Book

Credit Information

Continuing Legal Education

  • FL CLE - 7.00


  • PACE - 7.00

Program Description

Avoid Costly Litigation with Sophisticated Negotiation Strategies

In this practical and unique legal course, experienced faculty will provide an inside look at the decision-making strategies and communication tactics used by veteran personal injury attorneys and insurance professionals in injury claim negotiations. You'll learn inside tips and secrets every personal injury attorney can use to maximize their client's settlement in a shorter amount of time. Insurance adjusters will also benefit by being able to gain a better understanding of the plaintiff's perspective. Locate all potential sources of coverage and find out how to better communicate with insurance adjusters through sophisticated negotiation techniques - register today!

  • Resolve insurance claims quickly and efficiently with time-tested negotiating strategies.
  • Find the most productive balance between hardball tactics and building a relationship with the insurance company.
  • Write demand letters that spur cooperation and get the important documents you need in a shorter amount of time.
  • Analyze different negotiation styles, find out which style is best for each situation and learn how to use them effectively.
  • Recognize when the negotiations are likely to fail and quickly and accurately determine your next course of action, including how to effectively go beyond the adjuster's settlement authority if need be.
  • Learn secrets for how adjusters investigate the incident scene.
  • Uncover what to include in the settlement package to incentivize the claim and enhance its value.

Who Should Attend

This basic-to-intermediate level seminar examines insurance claim negotiation tactics that will benefit attorneys. It will also be of interest to insurance adjusters, claims managers, presidents, vice-presidents, and paralegals.

Course Content

  1. Investigating the Claim - An Adjuster's Perspective
  2. Get to Know Your Adjuster
  3. Drafting Demand Letters and Other Documents that Get Results
  4. Sophisticated Negotiation Styles: How and When to Use Them (Adjuster and Plaintiff Perspectives)
  5. Negotiation Techniques that Really Work
  6. Ethical Considerations When Working with Insurance Companies

Continuing Education Credit

Continuing Legal Education – CLE: 7.00 *

Professional Achievement in Continuing Education – PACE: 7.00

* denotes specialty credits

Agenda / Content Covered

  1. Sophisticated Negotiation Styles: How and When to Use Them (Adjuster and Plaintiff Perspectives)
    9:00 - 10:00, Deborah J. Gander
    1. Making Things Easy
    2. Finding the Middle Ground
    3. The Aggressive Negotiator
    4. The Evading Technique
    5. The Collaborative Approach
  2. Get to Know Your Adjuster
    10:15 - 11:15, Andrew E. Grigsby
    1. Learn the Negotiation Expectations of the Insurance Company
    2. Understanding Tactics Used by Insurance Adjusters to Reduce Claims
    3. Building Credibility with Your Adjuster
    4. How Adjusters Use Reserves in Negotiations
    5. Bad Faith? Secrets the Adjusters Don't Want You to Know
  3. Drafting Demand Letters and Other Documents that Get Results
    11:15 - 12:15, Andrew E. Grigsby
    1. Drafting a Notification Letter to Start Your Case Off Strong
      1. Providing Notification to all Relevant Parties
      2. What Not to Include in the Notification Letter
      3. Getting a Higher Reserve from the Insurance Company
    2. Key Elements of an Effective Demand Letter
    3. Length, Style, Tone, "Drama" Level
    4. What to Include in the Settlement Package - Documentation and Exhibits
      1. To Document the Claim
      2. To Incentivize the Claim - Enhance its Value
      3. To Enhance Credibility, Prevent Bottlenecks, Close Gaps
    5. Techniques for Countering the Adjuster's Initial Offer
  4. Investigating the Claim - An Adjuster's Perspective
    1:15 - 2:15, Peter L. Wechsler
    1. Policy Examination: Locating all Potential Sources of Insurance Coverage
    2. Researching the Facts and Issues of the Case
    3. Incident Scene Investigation
    4. Photographs and Other Critical Evidence
    5. Witness and Client Interviews
    6. Requesting Documents
    7. Asset Searches
  5. Negotiation Techniques that Really Work
    2:15 - 3:15, Amanda Anderson
    1. How to Effectively Communicate with the Adjusters
    2. Understanding the Adjuster
    3. Recognizing Your Common Goals and Forming a Relationship
    4. Determining the Adjuster's Settlement Authority
    5. Using Documentation/Exhibits Effectively (Medical Reports and Studies, Photographs, etc.)
    6. Strategies for Direct Insured Negotiations to Prevent Litigation
    7. Building a Record of the Negotiations
    8. Addressing the Weak Points
    9. Timing Tips
    10. Obtaining (and Maximizing) the Adjuster's Settlement Authority
    11. Re-Starting Stalled Negotiations
    12. Negotiation Mistakes to Avoid
    13. What to do When the Negotiations Fail
    14. Making the Most of Mediation and Arbitration (Inside Tips and Strategies)
  6. Ethical Considerations When Working with Insurance Companies
    3:30 - 4:30, Steven N. Ainbinder
    1. Unethical Insurance Adjusters and Your Client's Claim - What You Can do About it
    2. Liens in Personal Injury Settlements: Ethical Considerations
    3. Malpractice Risks and Prevention

STEVEN N. AINBINDER is a sole practitioner with the Law Offices of Steven N. Ainbinder, P.A., in Boca Raton, Florida, where he is a trial attorney, specializing in both personal injury and insurance litigation. Before attending law school, Mr. Ainbinder was employed as an insurance adjuster with Allstate Insurance Company. Prior to opening his own law practice in 1996, Mr. Ainbinder worked for several law firms specializing in personal injury and insurance defense litigation. Mr. Ainbinder earned his B.A. degree from the University of Florida and his J.D. degree from Nova Southeastern University.

AMANDA ANDERSON is the managing attorney in the Tampa office of Boyle & Leonard, P.A. Her practice focuses primarily on the representation of business policyholders, typically contractors, relative to various risk transfer issues in the commercial general liability context, insurance claim presentation, bad faith, commercial and business litigation, and appeals. Ms. Anderson is licensed to practice in Florida and South Carolina. She earned her J.D. degree from the University of Florida Levin College of Law.

DEBORAH J. GANDER is a partner in the Miami law firm of Colson Hicks Eidson, where her areas of practice include medical negligence, truck accidents, significant personal injury and wrongful death. She served for six years as an adjunct professor at the University of Miami School of Law. She is a member of the Dade County (past chair, Civil Litigation Committee) and American bar associations, The Florida Bar and the American Association for Justice. Ms. Gander is board certified as a civil trial specialist by The Florida Bar. She is also a member of the American Board of Trial Advocates (ABOTA). Ms. Gander tried Bravo v. USA, which resulted in the largest judgment ever entered in a Federal Tort Claims Act ($60.9 million). As a result, she was named, along with her trial partner, as the 2006 Most Effective Civil Trial Lawyer in South Florida by the Daily Business Review. Ms. Gander is regularly included in the Florida Super Lawyers publication, an honor bestowed upon less than five percent of attorneys in the state. She earned her B.S. degree and J.D. degree, magna cum laude, from the University of Miami.

ANDREW E. GRIGSBY is a partner with the law firm of Hinshaw & Culbertson LLP. Since 1981, Mr. Grigsby’s civil trial practice has handled trials and appeals in matters involving insurance coverage, bad faith, general tort, and property claims. Mr. Grigsby is a member of the American Board of Trial Advocates. He earned his B.A. degree, cum laude, from Duke University. He earned his M.B.A. degree from University of Michigan and his J.D. degree, cum laude, from University of Michigan School of Law.

PETER L. WECHSLER is an attorney and founder of the The Wechsler Law Group, LLC. He is a Florida Supreme Court certified circuit civil mediator and practices in Pinecrest (Miami), Florida, a Florida Supreme Court qualified arbitrator and concentrates his practice in civil litigation, mediation, eDiscovery, electronically stored information (ESI), product liability, personal injury and wrongful death, insurance disputes, complex commercial litigation, motor vehicle crashworthiness, and accident reconstruction. Mr. Wechsler received his law degree from Suffolk University Law School in Boston. He is board certified in both civil trial advocacy and civil pretrial practice by the National Board of Trial Advocacy, and is a member of The American College of Board Certified Attorneys. He has been consistently selected by his peers as a Florida Super Lawyer, including 2016 in personal injury and products defense. Mr. Wechsler sits on the Florida Board of Bar Examiners, has been appointed to the Professionalism committees of the 11th Judicial Circuit, and is a member of the Florida Supreme Court Standard Jury Instructions-Civil Committee. He is a fellow in the American College of e-Neutrals, a life member of the Association for the Advancement of Automotive Medicine (AAAM), the Society of Automotive Engineers (SAE), the Florida Defense Lawyers Association (FDLA), the Brain Injury Association of Florida, the Society of Automotive Engineers of Japan (JSAE), and many other societies and organizations. Mr. Wechsler has been dealing the Frye and Daubert matters for many years, and has been involved in qualifying and disqualifying experts in various fields at trial. He has used most types of experts in trial, including accident reconstruction, biomechanical, medical and mental health.

Please refer to Continuing Education Credit FAQ for general information about seeking credit for your participation in one of our continuing education programs.

Additionally, our team of credit specialists are here to answer your specific credit-related questions weekdays 7am - 5pm Central:

Phone: 866-240-1890


Accreditation Details:

Continuing Legal Education

FL CLE: 7.00 Includes - Civil Trial: 7.00, Ethics: 1.00
Approved by The Florida Bar for a maximum of 7.0 general hours of CLER credit including 1.0 hour of ethics. Certification: 7.0 hours - Civil Trial.

Professional Achievement in Continuing Education

N PACE: 7.00
This seminar qualifies for 7.0 PACE (Professional Achievement in Continuing Education) credit hours for CLU and/or RHU.

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How To Order

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Call: 800.930.6182
Fax: 715.835.1405
Mail: NBI
P.O. Box 3067
Eau Claire, WI 54702