James M. Goldberg SGMP 2014 National Education Conference

Understand your strengths, weaknesses Understand the other partys perspective Develop game plan Prioritize your needs and wants

Pattern RevPAR Food and beverage contribution Meeting space allocation Total revenue contribution Other considerations

What is negotiable? Victory has a price You dont get what you dont ask for Its not over until the fat lady sings

Power Having options is the key Knowledge Priorities, deadlines, pressures

Time 90% of negotiation in last 10% of time Works against party who has least time Leverage Quality of business Meeting other partys needs

Dont make, or accept, the first offer Avoid a direct response What would make you happy? Dont make unilateral concessions Trade your want for my want Have more than one issue to discuss

Keep focused on the goal Avoid the auction symdrome Set aside difficult issues Be patient Put time on your side Build up chits

Be a good listener Focus on satisfaction, not all or nothing Think outside the box Know when to fold em Be willing to walk away No deal is better than a bad deal