Payment Plan Negotiations: The Secret Is Taking Control

By David Greenberg - When it comes to setting arrangements for a payment plan with the debtor, time and again I hear new or novice collectors begin negotiations on the wrong foot.For the sake of this discussion, assume that a given debtor has a legitimate reason to try to set up an arrangement for installment payments.So, what am I hearing that’s so offensive to my collection professional’s ears?“Mr. Jones, I can appreciate the fact that you can’t pay the full amount now. But can you pay half…