How to Negotiate a Travel Contract

Key points in this article:

• Negotiation results in happier travelers and agencies: win-win.

• Research and preparation are essential prior to negotiating.

• Successful negotiation requires knowing your own needs and the agency’s needs.

• Separate your needs from your wants and prioritize both.

• Your recruiter needs to be a good communicator and negotiator as well for best results.

• Silence is a powerful negotiating tool.

The first step in negotiating is recognizing that you have the right to negotiate. You don't have to simply accept the agency's first offer. Negotiation can be a scary concept, but in fact we negotiate nearly every day; both with ourselves to make decisions and with others to reach agreements. An example might be choosing a movie to watch with a friend. Compromise and pragmatism are part of any successful negotiation and comprise the essence of negotiating a contract. You already have the basic negotiation skills you need, you will just need to apply them to this specific task.