Man on chess board Before going into a benefits discussion, know what the low-value "gives" are and be prepared to exchange a "give" for an employer's high-value priority. (Photo: Shutterstock)

Strategies for negotiating with a carrier will differ depending on the employer's census, industry, and their working relationship with the carrier. Insurance brokers have several negotiating tactics. Similar to a game of chess, it's imperative that brokers understand the lay of the land and brainstorm various approaches before making their first move.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.