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home | Negotiations
Negotiation Skills For Collectors

Good collectors are great negotiators!

Here you'll find step-by-step help from the best to help you hone your negotiation skills.

  • Gain confidence
  • Learn how to prepare for anything
  • Effective telephone collection techniques for negotiators

... Ultimately, developing your negotiation skills is a simply a matter of learning how and practicing. And it's critical to your success in collection.

Knowing When to Say When: 25 Signs You Should Place an Account For Collection
There is no simple answer to when an account should be placed for collection, but the more of the following statements that are true, the more appropriate it is to forward the account quickly to a third party... . . . keep reading
Training Collectors to Take a Customer-Service Approach
"When I first started out in collections, we were taught to have a "tough guy" attitude," recalls one veteran collector. "The delinquent customer was a deadbeat, and whether the person was one month or six months late, we came down hard. It wasn't uncommon to say 'I need you to pay your past-due amount today or I'll start legal proceedings and mean it!" But today, it's different.
  • Important factors (beyond the Fair Debt Collection Practices Act) why collectors today must have a different attitude when collecting than in years past. In this article you'll learn:
  • Several good reasons to treat your overdue accounts with a light touch
  • Specific training ideas to help collection staff make the transition from "old school" to a less confrontational approach
. . .
keep reading
Developing a Negotiating "Attitude"
A study at Vanderbilt University's Graduate School of Management revealed that agreeable and cooperative people fare poorly in negotiations. The study also demonstrated that the relative intelligence . . . keep reading
Managing an Uncooperative Account - Ten Common Mistakes You'll Want to Avoid
Five years into a generally satisfactory relationship with one customer, the payments flow began to slow down for a credit manager we spoke with a while back, and soon he was owed more than $20,000. . . . keep reading
Nine Building Blocks to a Successful Negotiation
Richard Macias
Nine Building Blocks to a Successful Negotiation 1. Leverage Both sides must want something or else there is no point to be negotiated. Usually one side needs the bargain more than the other. The difference in this wants/needs equation is leverage. You may not have leverage, but you don't need to be at a disadvantage. The key is in your preparation. . . . keep reading
The Art of Negotiation: Collecting Via the Telephone
By Joseph M. Jackson, CCE
All the principles of successful negotiating apply equally for both in-person and telephone negotiations. The telephone is a delicate tool to use in resolving your business conflicts. It is even more . . . keep reading
What Services Should You Demand of an Outside Collection Agency?
By Jerry Kaplan
What Services Should You Demand of an Outside Collection Agency? There are a lot of collection agencies out there that would be happy to get your business. You might be using one or more of them now. But are they giving you the services that you deserve? Here is a list of services that top-flight agencies offer (and that you should be getting) as well as a few tips on what to watch out for. . . . keep reading
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