15. Analysis 1. Diagnose the situation 6. Options already presented 2. Gather information 7. Suggested criteria 3. Organize it 4. Think about it 5. Consider the people problem a. Hostile emotions b. Unclear communications c. Your interests d. Their interests
21. Separating the People from the Problem People see the world from their own personal vantage point, and they frequently confuse their perception with reality. Routinely, they fail to interpret what you say in the way you intend and do not mean what you understand them to say. -Getting to YES
Collection Investigator perspective a. Very least get PPA w/o fight b. Positive image of them/court
Blaming - counterproductive, other side become defensive
Before making a significant statement know what you want to communicate or find out and know what purpose this information will serve.
Shared interested might be: both C I and Def want to pif F&C so can get out of system quickly Making their decision easy: e.g. why we ask for household budget, answer: so we can help you pay F&C ASAP
Pop Quiz: Ask them to name the 4 common obstacles 1.
Have group come up with three other ways to ask each of the above questions
Exercise- ask group for 6 suggestions for low-cost, high-benefit trades
![Definition of Negotiation ,[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)