10 PSYCHOLOGY PRINCIPLES IN CARGO CLAIMS

Negotiating claims between a cargo claimant and a carrier takes a lot more than the facts of a claim.

There are a few considerations that may not always be obvious to a bystander.
How you phrase your sentences or how you sound on the phone can speed up your claim or bring it to a screeching halt altogether. But did you know that the principles of psychology play a crucial role in this process? Understanding these can transform your approach and outcomes in cargo claims negotiations.

Here are 10 psychology principles that every professional in this field should know:

Cognitive Dissonance:
Recognize and address the discomfort that arises when presented with information that contradicts existing beliefs. In negotiations, this means acknowledging the other party's viewpoint before introducing new, contrasting evidence.

Confirmation Bias:
Be aware of the tendency to favour information that confirms your existing beliefs. Challenge yourself to consider opposing viewpoints, leading to more balanced and fair negotiations.

Prospect Theory:
Theory of Mind:
Maslow's Hierarchy of Needs:
Principled Negotiation:
Social Identity Theory:
Transactional Analysis:
The Bystander Effect:
The Halo Effect:


Incorporating these psychological principles into your negotiation strategy can lead to more successful outcomes in cargo claims. It's not just about what you say, but how you understand, communicate, and connect with the other party.