Where Exactly is the Middle? Tips for Successful Negotiation Outcomes Moderator: Donna Brokowski...
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Transcript of Where Exactly is the Middle? Tips for Successful Negotiation Outcomes Moderator: Donna Brokowski...
Where Exactly is the Middle?
Tips for Successful Negotiation Outcomes
Moderator: Donna BrokowskiGeneral Manager, Travel and Transport
Finding the Center
• Contract compliance/premium traveler• Ancillary fees• Capacity changes• Focus market discounts
What Are They Thinking?
• Contract compliance• Taxes/fees – margins• Driver choice programs• Competitive environment
• Revenue maximization• Inventory/distribution management• REVPAR• Hotel data/total hotel spend• Dynamic Pricing
• How to balance priorities (experience-safety-cost)
• Alternate channel pricing pressure• Savings/cost avoidance• Global safety issues• Employee retention
Our Panelists
BUYERS• Dan Baillie• DynCorp. International
• Dianne Bradley• Tokyo Electron
• Barbara Campbell• Capgemini
Suppliers• Cyndi Hunter • United Airlines
• Chad Fletcher • Avis Budget Group
• Loretta Allen• Omni Hotels