- Create A Win-Win Negotiation Collections Strategy (~20 Mins)
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What is a Win-Win Negotiation and it's Characteristics
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Characteristics of a Win-Lose Negotiation
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Benefits of a Win-Win Negotiation
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How to Deal with Customers' Unacceptable Offers
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Understanding the Needs of Customers: Part 1
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Understanding the Needs of Customers: Part 2
- Trade-off vs Compromise in Collection Calls (~35 Mins)
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What is Compromise and How to Go About It
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6 Tips for an Effective Compromise in Collections Negotiation
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Understanding What is Trade-Off in Collections Negotiation
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13 Key Points to Consider in a Negotiation
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Effective Negotiation Approach to Compromise of Trade-Off
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3 Important Steps to Consider While Responding Empathetically
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Crucial Steps to Handle Customer's Logic and Threat
- How Cultural Differences Could Affect Negotiations (~25 Mins)
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The Importance of Being Culturally Sensitive In A Negotiation
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How Cultural Differences Can Affect Negotiations
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6 Things to Consider to Be A Successful Negotiator In Another Country
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Do's And Don’ts of Creating A Practical Negotiation Framework
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Experiences of Cross-Border Negotiations
- Essential Strategies for an Effective Negotiation (~25 Mins)
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How to Deal with the Other Side in Collections Negotiation
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Understanding the Customer's Business Trends in Collections Negotiation
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Anticipating the Customer's Point of View in Collections Negotiation
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Importance of Negotiating with the Right Person in Collections Call
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Understanding Your Customer's Needs for a Successful Negotiation
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Effective Collections Negotiation Case Studies
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Keep Your Powder Dry While Negotiating in Collections
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Be Prepared to Trade-Off in a Collections Negotiation
- Final Assessment
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Quick Quiz
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Certificate & Feedback


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- Lesson Overview
- Transcript
- Resources
- Discuss
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.
RECOMMENDED FOR YOU

Win-Win Collections Call Negotiation: Strategies & Benefits
Course 1 of 2 in Learning Path: Collection Call Negotiations Builder
With expert communication and collections negotiation skills, learn how to create a win-win collections strategy with your customers.
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