The Relationship Between Global Corporate Culture and Negotiation Practices: A Study Of The Reinsurance Industry
Abstract
Excellent negotiation skills are arguably, essential for underwriters and brokers in modern reinsurance business, for a number of reasons. Often operating in agency, brokers negotiate with underwriters to manage client expectations and desires, whilst also obtaining the required reinsurance coverage(s) for their clients. Depending on the reinsurance market cycle (as further discussed in this chapter) and the particular reinsurance program, desired changes may be negotiated with varying levels of difficulty or ease. General negotiation styles in business are shaped by internationally recognised business practices, market-specific knowledge, corporate culture (CC) and national culture; thus, an important and complex link between negotiation and culture arises.
Keywords
Full text
Full text is not held in this database for this record. Please contact the library team if you need a copy.