Negotiating for Success

As meeting planners, we already know that key vendors know more about us than we know about them. Our insecurity and the feeling that we are being manipulated in negotiations stems from the fact that, as a rule, meeting managers do not research or prepare well. Another reason we feel insecure is that we believe that we don't have any choice but to agree too quickly to unfair terms or risk losing a special “relationship” we may need later on.

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