5 Negotiation Mistakes to Avoid

There's no question: Negotiations can be intimidating. When you first start out as a planner, these tough conversations are difficult, but over time, with practice and experience, you develop the skills to emerge with what you need.

Following are 5 beginner negotiating mistakes — and how to avoid them.

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1. Lacking Confidence

When you begin negotiations, go in with a sense of confidence and prove that your ideas and needs are valid. By showing a sense of knowhow and holding a firm stance, you are much more likely to get what you want. Coming to a mutually beneficial agreement or compromise is always a positive, but be sure to stand your ground during tough negotiations.

2. Not Asking For Enough

Oftentimes, items that may seem off the table or out of reach, can still be acquired by using the power of negotiation. It is good to ask for more than what you want or need, in order to meet in the middle with the other party.

Many planners shy away from this to avoid sounding selfish or needy, but professionals in our industry expect you to come in with strong negotiations. Who knows, you may just get a better deal than you had originally planned for.

3. Taking Things Personally

Often, the negotiation process can become a bit awkward or challenging, but you should never take it personally. Instead seek to understand the other party's point of view. If someone is under estimating your skills, try to see things from their perspective and focus on the reasoning behind their behavior or ideas.

Approaching negotiations from a business mindset and not a personal one, will go a long way in your discussions and ultimately your agreements. Many planners see their events as an extension of themselves and, while it is good to show ownership, you want to leave these emotions behind when it comes to negotiations.

4. Losing Your Cool

The easiest way to lose out on a deal or end a negotiation is by getting angry or upset. No one enjoys working with someone who has lost control of their emotions.

Clients enjoy negotiating with patient and understanding individuals. State your needs and negotiation points in a direct, professional manner. This will always win out over being pushy and difficult.

5. Not Building Relationships

As much as we talk about removing the personal side from negotiations, developing quality relationships play a major role in how deals are done. People like to work with real, honest, hardworking individuals. The only true way to prove yourself to a client or vendor is by establishing a quality relationship early on.

The meetings industry is all about relationships, so take steps to build your network every day. When the time comes to do business, these individuals will be much more willing to work with you and perhaps bend a little more during the tough conversations.