We Protect Your Corporate Heartbeat®

America's Commercial Collection Agency
3 Reasons for Slow Payers
Accounts Receivable Turnover
Aging Accounts Receivable
Collecting Commercial Debt
Collection Consultants
Commercial Collection Company
Commercial Debt Recovery
Contingency Debt Collection
Credit Industry Groups
Debt Recovery
Early Warning Signs
Professional Debt Collection
Small Business Debt Collection
Third Party Debt Collection
Types of Commercial Debtors
US Collection Agencies
Accounts Receivable Training
AR Outsourcing
Bad Debt
Business Collection Agency
Commercial AR
Commercial Debt
Consumer Debt
Credit Collection
Credit Risk Management
Credit Seminars
Debt Collection
International Debt Collection
Nationwide Debt Collection
Online Collection Services
Small Business
Accounts Receivable Consulting
Advertising and Media
B2B Debt Collection
Business Debt
Commercial Credit
Consumer Debt Collection
Credit Card
Equipment Rental
Foreign Debt
Industrial Supplies
Landlord Tenant Collections
Law Firms
Oil and Gas
10 Day Final Demand
AAB Free Rate Quote
Accounrts Receivable as an Asset
Accounts Receivable Analysis
AR Assignment
Canada Collections
Collection Agency FAQs
Credit Resources
Debt Collection Services
Free Consultation
National Debt Collection
Overseas Negotiations
Private Collection Agency
Request a Quote
Risk Mitigation
What is a Collection Agency?

North American Negotiation Weaknesses

As the North American economy picks up steam, business owners, who survived the 2008 financial crisis, are now looking to expand/develop their overseas export markets into the BRIC countries of Brazil, Russia, India and China. When compared to Canada, the United States and Mexico, the BRIC cultures are centuries old. This emerging market grew up using the barter system where every transaction, or debt collection, is an overseas collection negotiation.

When it comes to selling to emerging markets and International Debt Collection, North Americans have several ingrained cultural weaknesses when it comes to negotiation. The major one’s are:

1. We have a very strong need to be liked. The worst kind of negotiator is the one who seeks the approval of others.

2. We let our egos get in the way of the objective.

3. We are reciprocity/compromise oriented.

4. We are overly impatient: time is viewed as money (in negotiating, patience is money).

5. We need to know the answers (vs. we are more comfortable with certainty rather than ambiguity)

6. We are far too rational.

7. We have an inordinate respect for deadlines.

8. We detest silence.

Look before you leap or negotiate

When selling into a foreign market, try to learn from those who’ve gone before. Tap your Consulate in the country you’re considering selling into for their local expertise. Travel in to country for a while to get a better understanding of how business is conducted. And, above all, expect to be challenged by some of the tactics for counter-negotiation.

When collecting debt in these markets, be cautious when selecting a collection agent. Or, use an International Collection Agency that already has an established network of trustworthy agents.

AAB is experienced in overseas negotiations. Need collection help in another part of the world? We can answer any questions you may have. Call or schedule a free consultation regarding overseas collection negotiations.
Free Rate Quote
Account Adjustment Bureau, Inc. BBB Business Review
Member of International Association of Commercial Collectors
ACA InternationalInsured for your Protection
Serving you since 1973