That said, it is important not to push too far. “Looking for the right balance is the art of negotiation. A good negotiator should avoid killing the goose that lays the golden egg,” said Benson Tang, regional director, Asia, for the Association of Corporate Travel Executives.
He noted that “negotiation has always been an important element of KPI, but successful negotiation needs a high level of influential and diplomatic skills.”
In addition to the standard venue booking, catering, and technical assistance, extra perks are as important to the equation as bottom-line cost. “Never be afraid to ask for a performance bonus, even if the ceiling is high,” Ewals said.