13 MISTAKES THAT AMATEUR NEGOTIATORS MAKE

1. WANTING SOMETHING TOO MUCH —Always have a plan B, C, and even D —As the event leader you want to have options

2. BELIEVING THAT THE OTHER SIDE HAS ALL THE POWER —-Just because they have something you want, does not mean the other side has all the power.

3. FAILING TO RECONGIZE YOUR OWN STRENGTHS

4. GETTING HUNG UP ON ONE ISSUE —The four squares of a hotel contract. (similar to buying a car) Meeting Rooms Sleeping Rooms Food & Beverage Parking (or in some cases Resort Fees)

5. FAILING TO SEE MORE THAN ONE OPTION

—Make decisions that your guests or attendees can see.

6. APPROACHING NEGOTIATIONS WITH A WIN-LOSE MENTALITY —You don’t want to be an unwlecomed guest during your event.

7. SHORT TERM THINKING THAT RUINS LONG TERM RELATIONSHIPS

—You may want to return to the same property at a future date.

8. TRYING TO SQUEEZE OUT TOO MUCH —Know when to say when

9. ACCEPTING OPINIONS, STATEMENTS, AND FEELINGS AS FACTS

10. ACCEPTING POSITIONS (OR INITIAL PROPOSALS) AS FINAL —-Never accept a first proposal as final.

11. BELIEVEING THAT HAVING MORE AUTHORITY GIVES YOU MORE POWER

12. TALKING TOO MUCH AND LISTENING TOO LITTLE

13. NEGOTIATING IN HASTE - Create a time line even if it’s short and communicate it with all of the stakeholders.

RFP send date: Proposal due date: Site visits scheduled: Final Decision Date:

Cheryl Lawson is the founder of the event planning and marketing firm The Perfect Date. To learn more, visit http://www.theperfect-date.com

Reference: Negotiate like the pros by John Patrick Dolan. http://www.negotiatelikethepros.com/