SCRS: Repairer Driven Education - Estimating: Preparing and conducting Negotiations for Collision Repair Shops (RD7) $

October 31, 2017 - 12:30pm - 2:30pm
Las Vegas Convention Center, Upper North Hall, N233

Repairer Driven Education, RDE, SCRS, SEMA Show

SCRS REPAIRER DRIVEN EDUCATION (RDE) series will feature seminar offerings. Each of the courses has been individually selected or crafted by SCRS because the content specifically focuses on issues and information that are relevant to collision repair professionals operating in today’s marketplace, and appeals to the diverse array of marketplace perspectives that exist within the collision repair industry.

RD7 - Preparing and conducting Negotiations for Collision Repair Shops

Presented by: Keith Manich, Automotive Training Institute

This is a program that helps collision repairers prepare for any negotiation scenario whether it is with an insurer or a supplier. It educates on explaining repairer needs, use of supporting repair and financial documentation and improved delivery of information. Collision repair businesses often have the necessary documentation to justify their position, but often lack the confidence or approach to counter those on the other side of the negotiation. This session is a comprehensive look at the negotiation process and how a collision repairer should prepare for dealing with issues that may be presented in a negotiation scenario, even to the most rudimentary argument of “because I write the checks.” We will look at negotiation basics such as reading the opponents body language, facial expressions and posture then moves to a step by step process for working through the “friction points” and identify systematic approaches to clearly communicate and articulate winning arguments with authority. Insurers routinely train their staff on negotiation tactics; this session intends to give the repair facilities a similar opportunity.
•       Participants will be able to perform necessary research processes
•       Participants will learn to prepare using a negotiation preparation worksheet
•       Participants will begin to build confidence in their negotiation skills