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

2. 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.

3. 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

4. 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