Where Exactly is the Middle? Tips for Successful Negotiation Outcomes

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Presentation transcript:

Where Exactly is the Middle? Tips for Successful Negotiation Outcomes Moderator: Donna Brokowski General Manager, Travel and Transport

Finding the Center Disparate opposing forces in travel negotiations BUYERS: Lower rates & fares SUPPLIERS: Higher rates & fares By end of talk: Considerations for priorities, goals, pressure points & tips on how to get closer to the center Negotiation Strategies: MANY MANY … “Getting to Yes”, SAMA (Strategic Account Management Association) , Miller Heiman, Brand training, Procurement practices – list goes on Confusing, Frustration – UNCOMFORTABLE – but doable.

What Are They Thinking? How to balance priorities (experience-safety-cost) Alternate channel pricing pressure Savings/cost avoidance Global safety issues Employee retention Contract compliance Taxes/fees – margins Driver choice programs Competitive environment Contract compliance/premium traveler Ancillary fees Capacity changes Focus market discounts Revenue maximization Inventory/distribution management REVPAR Hotel data/total hotel spend Dynamic Pricing

Our Panelists BUYERS Dan Baillie Dianne Bradley Barbara Campbell DynCorp. International Dianne Bradley Tokyo Electron Barbara Campbell Capgemini Suppliers Cyndi Hunter United Airlines Chad Fletcher Avis Budget Group Loretta Allen Omni Hotels

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