Description: Negotiation has been a critical skill for me for most of my career. I’ve worked as a product actuary, represented a major distributor and now I’m a reinsurance intermediary. Technical actuarial skills were never my strength. However, I’m often able to get parties with differing goals to find a common ground, enabling a project to be completed to everyone’s satisfaction. From The Stepping Stone, April 2005, Issue No. 18.

Description: The author, a career counselor, notes that ‘during your career, career search, home life, etc., you will often be faced with a plethora of possible actions and requests far beyond what you can, should or are currently willing to handle.’ The author goes on to provide advice in the art of saying no, in a positive manner that will help you achieve your goals. From ‘The Stepping Stone’ issue number 43.

Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.

Description: Summary of common mistakes made by actuaries developing ACA rate filings. Outlines correct approach to ACA rate filing process. Suggests Peer Review process.