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Win-Win Collections Call Negotiation: Strategies & Benefits

With expert communication and collections negotiation skills, learn how to create a win-win collections strategy with your customers.

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About this course

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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
  • Quick Quiz
  • Certificate & Feedback

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
  • Quick Quiz
  • Certificate & Feedback