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Check with seller Don't Negotiate One Item at a Time Philadelphia

Published date: April 5, 2021
  • Location: Philadelphia, Philadelphia, Pennsylvania, United States

 Do you attempt to reach an agreement on each item as it arises rather than negotiate the entire package? 

   This is a huge trap. Meeting planners are taught this technique at association, government and corporate meetings, as well as at MPI. They also teach this technique at the Greater Washington Society of Association. This technique is called the Divide and Conquer technique.

Here's how it works- 

Client-“So Michelle - I really like the hotel and if you can get me the $159 rate I am authorized to sign the contract. If you can do that rate, I can even sign today.”



“Sure, yes we can offer that rate.”

Client-“Thank you very much. Now I notice you've got the guest room set up on a sliding scale such that if I pick up all the guest rooms my meeting room rental will be complimentary. Is that correct?”


Salesperson-“Yes, that is correct.”


Client-“Good. So I got the rate and the comp meeting space. Now I notice you've got one complimentary guest room for every 50 guest rooms actually occupied. I don't need the comp guest rooms... what I really need is a comp suite for my president. She's coming in every night and she wants to have her entire board be able to fit into her suit so I would really like the grande suite to be comped. Forget the one for 50 give me one grande suite for my president.”


Salesperson-“Ok, I think I can make that happen. Deal.”


Client-“That's awesome! Now you know I'm going to be needing asmaller suite for myself —- a junior suite, a petite suite,  you know!  Ive got to store all my materials and supplies... so can I get a junior suite added to that as well?”




Client-That’s perfect. Now lastly I couldn't help but notice that the Cubs are in town when my board is here. I'm assuming you're going to be able to get my board members tickets to the Cubs game. Is that okay?”


Every meeting planner worth their salt is trying to negotiate with you one item at a time. You don't want to negotiate one item of a time you want to do this instead. 


“$159 bucks I don't think that's going to be a problem let's put that over there.”

“Comp meeting room rental—- I don't think that's going to be a problem let's put that over there.”

“Suite for your president - boom  - suite for you - boom - wine and cheese -boom -Cubs tickets - boom - okay.”

Salesperson-“Is there anything else you need in order to sign this contract?”



You're always trying to negotiate the entire package.  Sometimes if you get caught into the divide-and-conquer,  you look up at the end of the conversation and the meeting planner walking out of your hotel with the kitchen sink under their arm.  In retrospect, that was a good piece of business about 20 minutes ago, but not so good anymore. Don't get sucked into the divide and conquer.

The antidote for a deal going south would sound something like this -

“Cubs tickets? You didn't mention anything about Cubs tickets. But you know what? I can get you Cub tickets - but not at $159. We're going to have to start all over again.”

That'll stop the customer from adding on and will say “You know, I really do need those Cubs tickets. Okay, let's start all over again.” Far more likely what they're going to say is you know I'll get one of my suppliers to provide the Cubs ticket. So I don't want to ruin the deal you created at the very beginning of the contract.

You still may have ruined a little bit of the deal but at least you stopped the bleeding right you ended it.

If we might be a service you're invited to reach out to us. LLC


p:  +1-888-999-8086
1800 JFK Blvd Suite 300 PMB 91649
Philadelphia, PA 19103



Please visit our website:
Keywords: hotel, hotelmarketing, hotelsales, bezla, beatthecompetition,
Phone: 8889998086

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