Wednesday, March 16th, 2022 — "What we’ve got here is a failure to communicate.’ This line is said to Paul Newman’s titular character in the 1967 film ‘Cool Hand Luke.’ It’s often used in popular culture today to refer to when two sides have reached an impasse in their discussions.
In the world of negotiation and claims management, this ‘failure to communicate’ is often the root cause of why claims drag on or when attempts at early resolution prove futile.
Ultimately, the issue that halts settlement negotiations in an active claim is rarely a lack of effort or desire, even if this seems to be the case. Instead, it is simply an issue of communication failure.
Enneagrams. Languages of Love. Myers-Briggs Personality Types. Zodiac Signs. Type A versus Type B. Introverts versus extroverts. Backstreet Boys versus NSYNC. Humans have spent centuries trying to understand and define the different types of personalities that make up our world.
Often, when negotiation talks stall—or even if they end up turning more obstructive than productive—the issue is that there are two different types of people on either side of the negotiation.
