When was the last time you bought something out of the classified ads without negotiating? How about a car? Truth of the matter is you probably wouldn’t. In those circumstances it doesn’t make much sense to simply pay whatever arbitrary rate was being offered. So when it comes to planning group travel, meetings or incentive programs, why would you simply accept the rate being offered without investigating what kind of value you were getting?
If you aren’t negotiating, you are being taken advantage of. It’s a rough truth, but it happens to planners every day. Everything is negotiable; just ask the right questions and put some thought and effort into getting more from your investment.