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Many people are dealing with overwhelming debts and weighing their options for relief. While debt negotiations can be a great tool for getting out of debt, most people go about the process the wrong way. If you don’t do your research and prepare ahead of time you may end up losing the negotiation and not receiving the help you need.

Preparation Is Key

Debt negotiation is just like any other type of negotiation and requires you to put your best foot forward right out of the gate if you are to have a chance at winning. Creditors hold all of the power of approval and they are not required to negotiate with you in any way, which means any attempt to do so is a favor on their part. It is important to remember that your creditor has a lot at stake in a negotiation and should be treated as such.

Before entering into a debt negotiation you need to first evaluate your financial situation. Find out how much you can afford to pay your creditor each month and how long it may take you to pay off your debt. Make sure you evaluate your budget for debt payments based on your current financial hardship or worse case scenario. The worst thing you can do is negotiate a lower payment only to find yourself in default again.

Put It In A Letter

Most people never consider writing their creditor a debt negotiation letter. While making contact with your lender over the phone is an effective negotiation technique, it should follow a written letter. The purpose of a written letter is to demonstrate organization and good faith efforts in resolving your debt. A letter is also a way to document your attempt to claim responsibility for and efforts towards resolution. A debt negotiation letter signals to your creditor that you are serious about your debts and have intent to pay them.

There are some important aspects to writing a debt negotiation letter. First, include an explanation that outlines your financial situation, including why you may be suffering a financial hardship. You don’t need to get too personal, but it is a good idea to paint a picture for the creditor to see you with some sympathy. Also, include a written statement declaring your intent to repay your debts before you request their help. When asking for help with your debts give the creditor a few ideas or examples of how they can help such as lowering your interest rate or allowing a temporary suspension in payment. Finally, keep your respectful and never threaten your creditor or mention alternatives like bankruptcy.

I have recently helped several clients negotiate better contracts for themselves. Not just better financially, but more aligned with professional goals they have and the types of work they actually enjoy doing. Negotiation is a steep learning curve for many, but vital to understand.

Getting to “Yes” – Negotiating with Panache

The higher you climb up the professional ladder, the more your daily work life revolves around negotiations for both you and your team mates. Most people initially think of salary packages when considering negotiation skills. However, these skills can range from eliciting help from colleagues to getting support for your new ideas from more senior colleagues and board members.

Identify your main goal for the negotiation and where you would be prepared to compromise. Always go in asking for a bit more than you would like, more money for a project, more salary or holiday entitlement, more funding for staff training. If you have an idea of what your main goals are, the areas on which you compromise will seem like “gifts” or concessions to the other side, making you appear more reasonable and willing to negotiate.

Do not remain so attached to the idea of “winning” the argument. Putting your point of view forward without seeming to be attached to the results helps others lower their guard, relax and be able to see your perspective. Going in with a cross to bear only elicits resistance and tension in others. If you stick to the benefits and logic of an argument, often others will embrace it and sometimes even think of it as their idea – a major benefit if you want implementation more than recognition.

Top Tips for Effective Negotiation

1. Assume everyone has influence. When trying to land a sale or impress at an interview, never assume you know who is completely in charge. Heads of organisations often take advice from a wide range of people, so don’t concentrate your efforts only on one person. A kind word for a secretary or personal assistant often helps just getting you the interview slot you want and in fact, many executives will solicit information about your demeanour from their staff. So don’t wait to turn on the charm until you see the whites of the CEO’s eyes – greet everyone with respect.

2. When entering a negotiation, listen to the other side first. You will frequently hear priorities that overlap with your point of view. Verbally recognise these points and build them into a foundation for the concept you are proposing. Listening also conveys that you want this to be a collaborative process, a good start for any negotiator.

3. Verbally reflect what they are saying to convey that you understand what they want. Use phrases like “What I hear you saying is-” or “If I understand you correctly -”. This allows them to correct any miscommunication while demonstrating they are truly being heard; an invaluable asset for any negotiation.

4. After listening, start by emphasising the points with which you agree. Shared priorities and experiences allow differences of opinion to be only one part of the story of how you both want to move forward.

5. If you can, phrase all of your questions in an open manner avoiding answers that are likely to begin with “No”. Limiting the usage of this word keeps the atmosphere feeling collaborative, not combative.

6. At the end, summarise the agreements, actions points and compromises each side will be taking from the meeting and minute the details as this can eliminate problems or back-tracking later on.