Strategic Connections: Short-Term Negotiation Tactics for Long-Term Success

In the complex world of insurance and risk management, how do you negotiate effectively without compromising long-term relationships? John Burrows, Ph.D., Senior Lecturer at the University of Chicago and Associate Fellow at Oxford University, joined us to explore practical tools and approaches to the ‟negotiator’s dilemma” – knowing when to compete and when to collaborate. He shared real-world examples of successful trust-based bargaining, revealed how network structures impact business resilience and provided actionable strategies to elevate your negotiation skills while developing the relationship capital that drives sustainable success. 

This program is presented as part of the Travelers Institute’s Forces at Work initiative, an educational platform to help today’s leaders navigate the shifting dynamics of the modern workplace and prioritize employees and their well-being. 

Speaker

 
John Burrows, Ph.D.
Senior Lecturer, University of Chicago’s Harris School of Public Policy; Associate Fellow, Oxford University’s Saïd Business School 

Host

Joan Woodward
President, Travelers Institute; Executive Vice President, Public Policy, Travelers