Nimlok Tradepoints:
4 Ways to Make Negotiating Easy

1. Set Goals: Approach negotiations with a target price in mind. Don't be satisfied with a 10% price reduction if your competitors get the same product for 40% less.
2. Know Your Vendors: Doing some background research on your vendors will allow you to know exactly how hungry they are for your business. Ask for a list of recent contracts won and lost by the vendor in your "RFP." What they tell you - or don't tell you - can be very revealing.
3. Know What You Want: Come to negotiations with a clear understanding of what you want to buy. Don't be talked into buying more than you need or want. Stick to your spec list, no matter what!
4. The Power of Money: Is your vendor willing to come down on price if you pay cash? If you pay now? Oftentimes vendors are more than happy to lower prices in order to have the use of your money immediately.

Written by Susan A. Friedmann, CSP, The Tradeshow Coach, Lake Placid, NY, working with exhibitors and meeting & event planners to improve their event success through coaching, consulting and training.

Website: www.thetradeshowcoach.com