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The Art of Negotiation - Get the Best Deal – A Meeting Planners Way

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By Dawn Wilson

I recently attended a negotiations seminar at a PCMA Conference. If there is any one session that I, as a seasoned sales person should have taken years ago – this was it. This was a thought provoking and interesting day long session. The wonderful part of this is that I now have real tools to help me decide and evaluate each negotiation differently and more effectively. This can be applied to all areas of my life and the second part of the session that covered the psychology of the subject matter was just as thought provoking. Consider this: Gut instinct is not a replacement for strategy – reflect on your own personal strategies with this statement in mind. There are a couple of things you need to figure out in any deal – you must know what is the number you cannot go below (as a buyer or seller) and you must know how to find out what is your bottom line. 

  1.  Figure out your BATNA (Best Alternative to a negotiated agreement).Your BATNA is the course of action you will pursue in the event of “no deal”
  2. Determine your Reservation Value – the point at which you are indifferent between accepting the deal and walking away. A BATNA analysis helps you determine your reservation value. 
  3. Evaluate the ZOPA – Zone of Possible Agreement – the space/difference between the seller’s reservation value and the buyer’s reservation value.
Here are some things to consider in any negotiation: Information is King. What you learn depends on what you are willing to learn. Always negotiate about the value you bring to the buyer. Prepare in advance to answer the toughest questions that you may be asked in the negotiation – this helps avoid lying, helps you not give up too much information; and helps you reclaim control. My next blog will be talking about more negotiating – should you make the first offer and how to effectively anchor to set the tone of your negotiation.
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The New OCC Vision

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I have traveled and worked all over the world, and I have come back to Ottawa because it is truly a magnificent city that encompasses everything that is Canada, from its diverse culture to the breathtaking sights and exciting nightlife.  It is a fusion of culinary culture and the perfect balance of big city and small town.  But  something was missing.  It was missing that key factor that would bring people from all over the world to visit our city, and that was a world class meeting place.  Well that missing key is now a reality and we will be opening the new Ottawa Convention Centre in April 2011.

With the construction of the new Ottawa Convention Centre it became apparent that we needed to develop a more interactive and exciting website to better promote our new facility and the inspired people behind it. As the construction of the new OCC continues, so will the construction of this site to reflect the milestones and advancement in our organization.  It is my hope that you agree that the new Ottawa Convention Centre website is just that, a refreshing interactive and transparent view of our future facility and our organization. 

With the implementation of a new website, we wanted to create areas where our clients, stakeholders, community and colleagues could interact with the OCC and feel that connection with an organization that is here to provide the best in services, facilities and products that will create memorable and effective meetings… for our clients and our community at the same time.

I have created this Blog site with the intention of sharing with you my thoughts on various articles, debates and subjects that will affect our industry, our community and the OCC.  My plan is to make it a blog that encourages interaction and insight from you.  I believe that to be Canada’s Meeting Place, we need to be considered a place where people come together to share ideas, opinions and knowledge, and leave feeling they have gained something from the experience.  

The new OCC Vision is “Inspired People Creating Extraordinary Events”. We hope you’ll be inspired, through our website, to explore the new OCC and share your thoughts with us.

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