Negotiations usually start with a request to satisfy a specific need and a budget figure; not with a partnership. Whenever you approach a vendor as an outsider and as someone you try to get a good deal from, you will be leaving something more valuable than money on the table. You will be leaving behind value.

For example, as corporate travel executives, you call up an airline to get one rate. You call a travel agent and get a second rate. Call a third, another rate, probably half the original. On the Internet, a fourth and finally using riceline.com, you can get a fifth rate; all in the same day. You know where you can get the better deals but need to check three or more sources to be sure and then negotiate for the best.

With Creative Negotiations™, you select an airline or consortium to be part of the development process to help you plan a better travel programme. Work your partners’ specific offers into ideal programmes, perhaps even bartering products and services. As partners in the process, you will get a better package, better pricing and better value.

Taking this thought to your next event requiring you to fly in attendees, why not have a brainstorming session with your top eight vendors (airlines, hotels, tour operators, bus or limo companies, others) and eight potential attendees as to how to make the next event profitable and productive?

This will take the burden off your shoulders to do all the creative work. You will be spot-on with what is both needed and what can be delivered. The pricing from the vendors will most likely be a better value because it will be part of their event, not just part of your event.

Second, stop wasting your time and your vendor’s time by knocking off a few dollars from the bid. Most of the time, you will get a few dollars less service, less attention, less creativity and less value. So what have you gained?

Instead, look for sponsorship and support. Ask: “What else can you provide for that fee?”. Get vendors to give you more and better services, such as:

• Airlines and transport services. Upgrades, priority bookings, priority seating, extra frequent flyer miles, guaranteed meals, drinks or broadband if flights are delayed more than an hour, guaranteed hotel rooms if flights are delayed more than four hours, free use of business class lounge even if travelling in economy, a Mercedes-Benz instead of a van or refreshments in the vehicle.

• Hotel/venue. Sponsored breaks, weekend stays for lucky draws, upgrades for dignitaries.

Third, look long term. Rather than just one event, talk in three- to five-year cycles. A one-off event has only so much value to a vendor and if it is by lowest bids, they know they have only a slim chance of retaining the business. If you talk three to five years or even three to five events at one time, you have their attention and willingness to give you more bang for your buck.

A hotel sales person can only do so much if you are offering 100 room nights. Ask them for 500 or 1,000 room nights and they will work harder to get their senior manager or general manager to agree to the best terms. An airline looking at a three-year contract for 1,000 tickets will give much more consideration to you than a single event flying 30 people in from five cities.

Platform professionals are no different. Ask me to work on a five-year developmental programme for your industry and we can talk some serious value-adds and total customisation for your programming.

Creative Negotiation™ is, I guess, not negotiation at all.

It is partnering. Partnering out of respect, pre-planning, building relationships and helping everyone get not just “fair value” but true satisfaction with their work and their compensation.

Michael Podolinsky is a 24-year veteran of speaking, facilitating and training. He resides in Singapore and develops people who develop people. His website,www.michael podolinsky.com, contains many articles on meetings, speaking, motivation, leadership, time and stress management you can use for free in your own newsletters and publications (with credit).

Tel: (65) 6764-8067, email: mike@michaelpodolinsky.com