Negotiation Techniques

In: Business and Management

Submitted By Reasnor
Words 16128
Pages 65
Wells Fargo Home Mortgage

Volume

1

Borrower Counseling Negotiations
Skills of NegotiationsNegotiation TTechniques for Default

Borrower Counseling
Skills of Negotiation Techniques for Defaults

( Wells Fargo Home Mortgage
4680 Hallmark Parkway
San Bernardino, CA 92407

Table of Contents

Day 1

INTRODUCTION

CLASS EXPECTATIONS LOGISTICS LINK TO VISION, CORE CAPABILITIES

COURSE OBJECTIVES

BUILDING BLOCKS OF NEGOTIATIONS

FRAMEWORK FOR NEGOTIATIONS

CONTEXT AND NEGOTIATION

UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION

ROLE OF COUNSELORS IN THE NEGOTIATION

THE “US AND THEM” IN NEGOTIATED RELATIONSHIPS

THE PARALLEL INTEREST MODEL

FOUR STAGES OF EFFECTIVE NEGOTIATIONS

STAGE ONE: COURTSHIP/ORIENTATION STAGE TWO: RESISTANCE STEPS THREE AND FOUR: COMMITMENT AND AGREEMENT

STRATEGIES FOR OVERCOMING BARRIERS

UNDERSTANDING RESISTANCE YOUR REACTION THEIR EMOTION THEIR POSITION THEIR DISSATISFACTION THEIR POWER

CONCLUSION

PERSONAL ACTION PLAN

EVALUATION

Introduction 5

CLASS EXPECTATIONS 5 LOGISTICS 5 LINK TO VISION, CORE CAPABILITIES 6

COURSE OBJECTIVES 8

BUILDING BLOCKS OF NEGOTIATIONS 9

INTRODUCTION 9 FRAMEWORK FOR NEGOTIATIONS 9

CONTEXT AND NEGOTIATION 13

UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION 14

ROLE OF COUNSELORS IN THE NEGOTIATION 15

THE “US AND THEM” IN NEGOTIATED RELATIONSHIPS 17 UNDERSTANDING “US” 17 WHAT IS IMPORTANT TO ME 18 USE THE MATRIX TO TRACK ISSUES AND RANGE 20 UNDERSTANDING “THEM” 22 WHAT IS KNOWN ABOUT OUR BORROWERS? 22 WHAT IS UNKNOWN? 23 THE IMPORTANCE OF MOVING AWAY FROM US VS. THEM 24

THE PARALLEL INTEREST MODEL 25…...

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