Negotiating consistently ranks as one of PMCA member's top "challenges" or "areas to improve." We have a lot of great content on this subject designed to help you create the win-win situations we're always seeking in our industry.

Negotiating is a word that terrifies some and excites others. Regardless, negotiations are a big part of the meetings and convention industry. Common terms surrounding negotiation are conflict, win-win, compromise or argument. A successful negotiation doesn't have to be any of those things.

When coming into a negotiation, you should:

• 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

Professional Meeting Management^®, Fifth Edition (PMM5) Chapter 40 by Samuel H. Tepper gives strategic methods for negotiating and details considerations specific to meetings and convention professionals.

Use the resources on this page to learn about negotiating.

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