Next scheduled dates:
October 21, 2011 | Part 1: 11:00 am-12:30 pm CT | Part 2: 1:30 pm-3:00pm CT
IMPORTANT NOTE: This is an assessment-based learning event. Please carefully read the additional details below.
OVERVIEW
Negotiating is a skill that all collectors use. One of the challenges, though, is that not everyone negotiates in the same way. Each collector has a personal negotiating style that influences how he or she approaches and engages the collection process, and ultimately, the outcome of the call. By being aware of personal negotiating style, collectors will be in a better position to acquire good negotiating skills and produce better results.
This webinar offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation. Through a pre-webinar assessment, individuals identify their preference for one of five negotiating styles: Defeating, Accommodating, Collaborating, Withdrawing, or Compromising.
The webinar is designed to help collectors gain a greater understanding of the five negotiating styles and how those styles affect the collection process. Understanding the five styles will help collectors determine whether changes in their style could increase their negotiating effectiveness, and ultimately, their collection success.
LEARNING OBJECTIVES
- Understand 5 styles of negotiating and the impact those styles have on the collection process
- Identify personal negotiating strengths and weaknesses
- Learn why a win-win approach is most effective
- Become familiar with critical negotiation pitfalls
ABOUT THE ASSESSMENT
The Negotiating Style Profile is a win-win, collaborative negotiating assessment. The assessment uses 30 questions to identify a preference for one of five negotiating styles based on the William Ury and Roger Fisher’s win-win model of negotiating, and the Thomas-Kilmann conflict resolution model.
Prior to the event attendees will complete an online assessment and receive an interpretive report. If desired, the report can also be emailed to the attendee’s manager.
INSTRUCTOR(s)
Gary Jensen, Editor, collector mentor
COURSE LENGTH
90 minutes
AUDIENCE
Frontline collectors, trainers, team leads, supervisors, managers, agency owners
COST
$127 per site (includes assessment for first attendee). Additional attendees are $15.
REGISTRATION OPTIONS
Because this is an assessment-based event registration is only being accepted via fax, mail, or phone.
PHONE: Please call us at (515) 339-5899.
FAX: Download the registration form and fax a completed copy to (515) 993-1912.
