← Return to all programmes

Negotiation Skills For Underwriters

12 June 2019


This one-day foundation programme is designed for underwriters looking to build rewarding, long-term relationships with brokers. 


Date: 12 June 2019
Programme: One full-day session, 09.30 - 17.00
Level: Foundation 
Location: LMA Presentation Room, Gallery 4, Lloyd’s, London EC3M 7DQ
Fee: £500 + VAT


When you like and trust someone, you are happy to do business with them. Yes? Strange, then, that learning to project likeability, and to develop trust, has been largely ignored in the corporate world.

The knee-jerk response would be, ‘But can you really teach these things?’ The answer is yes – provided you learn from a hostage negotiator. The skill of the former at establishing likeability and trust through elite level listening has saved lives. The talent of the latter at building a value proposition into every negotiation is a deal sealer.

Attendees will learn how to:

  • listen like a hostage negotiator
  • uncover secrets that others are unaware they have revealed
  • interpret the true significance of what is being said
  • identify a broker’s values, beliefs and currencies
  • develop likeability and build trust
  • test a hypothesis without offending the other person
  • follow the stages and sequence of a successful negotiation
  • position your value with brokers
  • successfully negotiate a course of action with them.

This is an interactive, practical programme that will equip you with top-flight negotiation skills that you can use immediately.


The programme is jointly run by hostage negotiator Richard Mullender from Mullenders


There are 20 places available on this programme. Spaces will be allocated on a first-come, first-served basis, with one place per managing agent (unless further spaces are available once the deadline has passed).

To apply, you are required to complete the application form and email this to laura.cullen@lmalloyds.com by 17.00 on Friday 31 May 2019. Your place will not be confirmed until after this deadline has passed


This programme qualifies for 7 CPD hours.


"Fantastic day, engaging and entertaining. Richard really put across a complex issue with simplicity and clarity."

"The programme was fantastic."

 "One of the best training sessions I have been to. Extremely informative and helpful - an all round good course."

 "I really enjoyed the program and thought that Richard was very engaging, made everything very understandable and I felt much more empowered after the session."

Contact us

Laura Cullen
Senior Executive, LMA Academy