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11.5.3 When negotiating with a debtor

  • Plan your approach and the interview in advance.
  • Be specific with your points and state what is allowable.
  • Be polite.
  • Be clear and concise in saying what you want to say.
  • Motivate the debtor to respond.
  • Explain the legislative requirement for recovery – i.e. lump sum payment first.
  • Make minimum concessions.
  • Establish the differences.
  • Come to an agreement.