55 - Exploring the Evolution of Negotiation in Liability Claims and the Role of AI Training

Chris Tidball

Published on: 16/04/2026

In this episode of Claim Hunters, host Chris Tidball speaks with Steve Ellis, Liability Practice Lead at Sedgwick, about the declining art of negotiation in insurance claims handling. Steve draws on his experience teaching MBA negotiation courses to highlight how adjusters today often reduce negotiation to simple number exchanges rather than leveraging case facts. They discuss challenges like pressure to close claims quickly, remote work limiting experiential learning, and the underuse of comparative negligence. Steve also shares how AI-powered simulations can help rebuild negotiation skills by identifying individual styles and providing interactive, theory-based training tailored to real claims scenarios.