Negotiation Skills and Techniques

Negotiations are a significant part of the meetings and convention industry. Although the thought of sitting down to negotiate can terrify some, it does not have to create anxiety if viewed as an opportunity to reach common ground, allowing both parties to achieve the desired outcome. Some common terms used which often surrounding negotiation are "conflict", "win-win", "compromise" or "argument". A successful negotiation doesn't have to be any of those things.

There are a few important things to remember when preparing to negotiate:

• Be as well-researched and prepared as possible
• Use appropriate timing
• Have clear and well-crafted statements
• Take time to think about what you're going to say. Don't just react. An immediate response isn't always necessary.
• Know a detailed version of the desired outcome and write out the specific needs and wants in order to not skip any.
• Keep calm both on the outside and on the inside

Watch Education Sessions from the 2010 PCMA Annual Meeting - Earn CEUs Today!

• Let Your Listening Skills Do the Talking
• Strategies for Negotiating Convention Center Licenses: A Guide to Avoiding the Legal Pitfalls

Below are resources which will help you learn more about successfully negotiating to bring about the desired outcome.

Do you know of another resource? Is there something else you want to see? Let us know!