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Win-Win Collections Call Negotiation: Strategies & Benefits
About this course
| promoImage |
 |
| description |
| lessonOverview |
As a collector, do you dread entering a negotiation? Do you worry that you won't be able to negotiate your way with the customer? Are you afraid that you might have to play hardball and sour a good customer relationship? After all, for someone to triumph, someone else has to lose out, right? Well, not necessarily.
This tutorial will help you gain a “win-win” approach to collections call negotiation that will leave both parties feeling like winners. It will also provide you with all the benefits of win-win negotiations.
Tune in to this course by our industry expert, Robert Shultz, as he gives practical examples of trade-off vs compromise in collections call negotiations. This course will also cover the importance of being culturally sensitive in collections negotiation with various examples of cross-border negotiations.
|
| transcript |
Coming soon |
| resources |
Coming soon |
| discuss |
Coming Soon |
|
| instructor |
| name |
title |
image |
description |
| ROBERT SHULTZ |
Founder, Quote to Cash Solution |
 |
Robert Shultz has had a thirty-year career as a global credit and financial executive for large multi-national companies. As a Founding Partner of Quote to Cash Solutions (Q2C) LLC, he provides consulting services in all aspects of the credit and collections process for companies of all sizes in a variety of industries. |
|
| recommendation |
| image |
tag |
title |
description |
link |
duration |
 |
Collection Call Negotiations
Collections Prioritization
|
Handling Deceptive Customers During Collections Call Negotiation |
Watch this tutorial that gives you a hands-on guide on how to handle deceptive or overly aggressive customers during a collections call negotiation. |
https://academy.highako.com/handling-deceptive-customers-during-collections-call-negotiation |
120 Mins |
 |
Collection Emails and Letters |
Effective Collection Calls Listening Best Practices |
Learn how to become an active listener by understanding the key listening qualities a collector should have. |
https://academy.highako.com/effective-collection-calls-listening-best-practices |
30 Mins |
|
Curriculum120 Mins
-
Create A Win-Win Negotiation Collections Strategy (~20 Mins)
-
Preview
What is a Win-Win Negotiation and it's Characteristics
-
Characteristics of a Win-Lose Negotiation
-
Benefits of a Win-Win Negotiation
-
How to Deal with Customers' Unacceptable Offers
-
Understanding the Needs of Customers: Part 1
-
Understanding the Needs of Customers: Part 2
-
Trade-off vs Compromise in Collection Calls (~35 Mins)
-
Preview
What is Compromise and How to Go About It
-
6 Tips for an Effective Compromise in Collections Negotiation
-
Understanding What is Trade-Off in Collections Negotiation
-
13 Key Points to Consider in a Negotiation
-
Effective Negotiation Approach to Compromise of Trade-Off
-
3 Important Steps to Consider While Responding Empathetically
-
Crucial Steps to Handle Customer's Logic and Threat
-
How Cultural Differences Could Affect Negotiations (~25 Mins)
-
Preview
The Importance of Being Culturally Sensitive In A Negotiation
-
How Cultural Differences Can Affect Negotiations
-
6 Things to Consider to Be A Successful Negotiator In Another Country
-
Do's And Don’ts of Creating A Practical Negotiation Framework
-
Experiences of Cross-Border Negotiations
-
Essential Strategies for an Effective Negotiation (~25 Mins)
-
Preview
How to Deal with the Other Side in Collections Negotiation
-
Understanding the Customer's Business Trends in Collections Negotiation
-
Anticipating the Customer's Point of View in Collections Negotiation
-
Importance of Negotiating with the Right Person in Collections Call
-
Understanding Your Customer's Needs for a Successful Negotiation
-
Effective Collections Negotiation Case Studies
-
Keep Your Powder Dry While Negotiating in Collections
-
Be Prepared to Trade-Off in a Collections Negotiation
-
Final Assessment
-
-
About this course
| promoImage |
|
| description |
| lessonOverview |
As a collector, do you dread entering a negotiation? Do you worry that you won't be able to negotiate your way with the customer? Are you afraid that you might have to play hardball and sour a good customer relationship? After all, for someone to triumph, someone else has to lose out, right? Well, not necessarily.
This tutorial will help you gain a “win-win” approach to collections call negotiation that will leave both parties feeling like winners. It will also provide you with all the benefits of win-win negotiations.
Tune in to this course by our industry expert, Robert Shultz, as he gives practical examples of trade-off vs compromise in collections call negotiations. This course will also cover the importance of being culturally sensitive in collections negotiation with various examples of cross-border negotiations.
|
| transcript |
Coming soon |
| resources |
Coming soon |
| discuss |
Coming Soon |
|
| instructor |
| name |
title |
image |
description |
| ROBERT SHULTZ |
Founder, Quote to Cash Solution |
|
Robert Shultz has had a thirty-year career as a global credit and financial executive for large multi-national companies. As a Founding Partner of Quote to Cash Solutions (Q2C) LLC, he provides consulting services in all aspects of the credit and collections process for companies of all sizes in a variety of industries. |
|
| recommendation |
| image |
tag |
title |
description |
link |
duration |
|
Collection Call Negotiations
Collections Prioritization
|
Handling Deceptive Customers During Collections Call Negotiation |
Watch this tutorial that gives you a hands-on guide on how to handle deceptive or overly aggressive customers during a collections call negotiation. |
https://academy.highako.com/handling-deceptive-customers-during-collections-call-negotiation |
120 Mins |
|
Collection Emails and Letters |
Effective Collection Calls Listening Best Practices |
Learn how to become an active listener by understanding the key listening qualities a collector should have. |
https://academy.highako.com/effective-collection-calls-listening-best-practices |
30 Mins |
|
Curriculum120 Mins
-
Create A Win-Win Negotiation Collections Strategy (~20 Mins)
-
Preview
What is a Win-Win Negotiation and it's Characteristics
-
Characteristics of a Win-Lose Negotiation
-
Benefits of a Win-Win Negotiation
-
How to Deal with Customers' Unacceptable Offers
-
Understanding the Needs of Customers: Part 1
-
Understanding the Needs of Customers: Part 2
-
Trade-off vs Compromise in Collection Calls (~35 Mins)
-
Preview
What is Compromise and How to Go About It
-
6 Tips for an Effective Compromise in Collections Negotiation
-
Understanding What is Trade-Off in Collections Negotiation
-
13 Key Points to Consider in a Negotiation
-
Effective Negotiation Approach to Compromise of Trade-Off
-
3 Important Steps to Consider While Responding Empathetically
-
Crucial Steps to Handle Customer's Logic and Threat
-
How Cultural Differences Could Affect Negotiations (~25 Mins)
-
Preview
The Importance of Being Culturally Sensitive In A Negotiation
-
How Cultural Differences Can Affect Negotiations
-
6 Things to Consider to Be A Successful Negotiator In Another Country
-
Do's And Don’ts of Creating A Practical Negotiation Framework
-
Experiences of Cross-Border Negotiations
-
Essential Strategies for an Effective Negotiation (~25 Mins)
-
Preview
How to Deal with the Other Side in Collections Negotiation
-
Understanding the Customer's Business Trends in Collections Negotiation
-
Anticipating the Customer's Point of View in Collections Negotiation
-
Importance of Negotiating with the Right Person in Collections Call
-
Understanding Your Customer's Needs for a Successful Negotiation
-
Effective Collections Negotiation Case Studies
-
Keep Your Powder Dry While Negotiating in Collections
-
Be Prepared to Trade-Off in a Collections Negotiation
-
Final Assessment
-
-
