This is a topic I discuss over and over again, so I think that makes it blog-worthy.
When I’m negotiating the settlement of a personal injury claim or a worker’s compensation claim, we have to start somewhere. When the other side starts negotiations with a lower number than you wanted to hear, what should your reaction be?
Your reaction should be to chill the #%$^ out.
Remember, it’s their first offer. Those are almost NEVER the the best or the highest offer. It’s just a starting point. What you have to understand is that the insurance company doesn’t want to pay a cent more than they have to. As a result, they are going to start out with a low number. That doesn’t mean they are going to end with that same number, nor does it mean the sky is falling and everything is lost! My job is to keep the negotiation moving up and to get them to their highest number. If your facts are good, and you’ve done everything you were supposed to, then everything is probably going to work out the way it’s supposed to. Conversely, if either your facts are not good, or you’ve made some missteps along the way, that’s probably why the number is what it is, which there’s nothing you can do about now. And if they’re starting low just to be jerks, who cares? Let me them be jerks, as long as they end at a number you can live with. And if they don’t, that’s what litigation is for.
Negotiations are a process. We start high, they start low, we work our way to somewhere in the middle. If they were just going to walk out and give you everything you wanted, you wouldn’t need me. But they aren’t, so you do. That being the case, just chill, let me keep working, and we’ll see how we can work it out.