Negotiating strategy demonstrably competitive, but simply under the influence are replaced by acquiescence or willingness to compromise solutions. Hysteria, coupled with emotional instability, which manifests itself, the aggression, the crying – the familiar image to most collectors. For even more opinions, read materials from Brian Barish. Obviously, that, as with the first group in the acute phase of such individuals should be given an opportunity to “speak out” and only then methodically proceed to their work. Unlike the previous category, here you can act much bolder and more active in order to cause the debtor “in the sense of” acting on his emotions and rational thinking. Moreover, many of them, just this and are waiting to have enough internal reasons for debt repayment. According to the model of interaction with hysteroid and depressive natures lessons from its experience parachuting recall situation parachute team newcomers. Some of the novice parachutists aggressive approach to the opening aircraft doors and quickly jumped out. However, there were personality, mostly female, who began to cry, to explode in the cockpit and all this at the peak of emotion.
With them came an instructor rather unceremoniously, physically helping to separate from the aircraft. Typically, they jump and the landing place is excellent and the happy mind the impression that his hysterical paroxysm, they do not even remembered. However, met novice parachutists who came to the opening doors and looking down, pale, and their wandering gaze felt that even a moment, and they lose consciousness. Such a feat never instructor not pushed, but left the plane before the next attempt. I believe this example vividly illustrates the difference in approaches to work with the third and fourth type of debtors. Of course, this brief review reveals only part of the approaches to Effects on various psycho-debtors. More complete picture of the potential of these models, I give in their training for specialists in debt recovery, I believe that in today’s realities, the knowledge needed not only to professional collectors, but the sales managers and entrepreneurs. Non-commercial use of this material is possible with an active link to, as a source of first publication.
