How can you ensure that your conference contract negotiation focuses on issues, not people?

2 Generate multiple options for mutual gain

Another step of principled negotiation is to brainstorm multiple options that can satisfy both parties' interests, rather than looking for a single solution. For example, if your counterpart wants a lower price, you can offer them a discount in exchange for a longer contract, a larger audience, or a more prominent sponsorship. Alternatively, you can propose other ways to add value to your conference, such as providing additional services, resources, or exposure. By generating multiple options, you can expand the pie and create more opportunities for mutual gain.

3 Use objective criteria to evaluate options

A third step of principled negotiation is to use objective criteria to evaluate the options and reach a fair and reasonable agreement. For example, you can use market rates, industry standards, or expert opinions to justify your price, terms, or conditions. You can also use benchmarks, metrics, or feedback to measure the quality and impact of your conference. By using objective criteria, you can avoid relying on subjective opinions, emotions, or pressures that can undermine your negotiation.

4 Separate the people from the problem

A final step of principled negotiation is to separate the people from the problem and treat your counterpart with respect and empathy. For example, you can acknowledge their concerns, listen to their perspective, and avoid blaming or criticizing them. You can also use positive language, humor, and compliments to build rapport and trust. You can also seek to understand their cultural, organizational, or personal background and preferences, and adapt your communication style accordingly. By separating the people from the problem, you can maintain a good relationship and a constructive dialogue with your counterpart.

Negotiating a contract for your conference can be a rewarding and satisfying experience if you focus on the issues, not the people. By applying the principles and strategies of principled negotiation, you can create win-win outcomes for both parties and enhance your reputation and credibility as a conference organizer.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?