Basics of Negotiating
a Travel Contract
Information is a negotiator’s
most powerful tool
Negotiation Flow Chart
Topics
1
Introduction
2
Attitude
3
Preparation and Research
4
Negotiating
5
Wrapping it up
Negotiation: Two basic styles

Confrontational (win-lose).
•

Getting what you want from the
agency - no matter what.
Cooperative (win-win).
•
Joint problem solving to achieve
results benefiting both parties.
Topics
1
Introduction
2
Attitude
3
Preparation and Research
4
Negotiating
5
Wrapping it up
Recognize your right to Negotiate






You don’t have to accept an
agency’s first offer.
You are in charge of your career.
Your skills are in demand.
There are over 500 agencies!
Until you agree to the contract,
you’re just shopping around.
It’s okay to think outside the box.
Some
agencies
refuse to
negotiate.
Just pick
a different
agency.
Topics
1
Introduction
2
Attitude
3
Preparation and Research
4
Negotiating
5
Wrapping it up
Preparation
Research includes talking to friends.
 Research includes brief
communications with agencies.

Understand The Pie
Same size pie in another flavor
Preparation, continued



Gather your data.
• Networking, contacts, friends.
• Online forums (TNT rocks!).
Make a list of what you expect.
• Make a big list of what you’d like.
• Make a smaller list of what you need.
• Flexibility broadens your options.
Become proficient with the travelers’
calculator.
PanTravelers Calculator
Pre-negotiation agency discussions

Collect several offers by asking a at
least two recruiters to send you an
email with details of an offer. Just ask
them to send their best offer in the
email. Consider email only.

Provide a pre-made professional
profile. If an agency won’t talk turkey
without filling out all their paperwork,
say “no thanks”.
Email is a Powerful Tool


It’s fine to talk to a recruiter in on the
phone, but get all actual offers sent by
email. If necessary, turn off your phone!
Insist that the recruiter provide sufficient
detail to use the calculator throughout all
discussions. Make them clarify.
Topics
1
Introduction
2
Attitude
3
Preparation and Research
4
Negotiating
5
Wrapping it up
Negotiation

Set the ground rules:
•
•
Inform your recruiter and agency right at
the start that you are considering other
assignments and other agencies. Mean
it!
Let them know that while you are
interested in this assignment, reaching
an agreement depends on the details.
Let your recruiter know that you do have
other options if this doesn’t work out.
Negotiation, continued
•
Always have a Plan B. Without a
Plan B, you do not have real
negotiating power. The recruiter
must believe that you want this
assignment, but NEVER that you
need it
Negotiation, continued
• Set a professional tone. Build rapport but do
not try to make a friend. Neither should you
be rude. Just realize feelings of friendship
could influence your decisions.
• Understand that this is business and the
recruiter is a sales person.
• Don’t put all your eggs in one basket:
Negotiate at least one alternate contract
simultaneously. Important! Plan B
Negotiation, continued


Pick your battles. Don’t try to
negotiate every issue – pick what’s
truly important to you. Make it
reasonable.
Negotiate to the bottom line (use
the calculator!). You can re-slice
the pie later. Don’t rush it - don’t
be pressured. Take enough time
between steps to crunch the
numbers and understand the offer.
Negotiation, continued

Ask for what you want.
• It's a time saver to simply tell the
recruiter that you have
these expectations and ask would she
please determine if the agency can or
cannot meet them.
• This works best if you have inside
information (a friend working an
assignment at the same hospital).
• Information is a negotiator’s most
powerful tool.
Negotiation, continued



It’s ideal to have two agencies
making offers on the same
assignment.
Don’t be confused by differing
packages. Crunching the numbers
is the only way to compare offers.
Taking a stipend in lieu of housing
greatly simplifies comparison.
Negotiation, continued

Question.
What are some items you will negotiate?
Finalizing the negotiation





Is one offer clearly better?
Decide on any further “bottom line”
adjustments you want.
Make a final offer with total conviction
Say something like: “I like the sound of
this assignment. I’ll agree to this
assignment right now if you can get me
another $2.00 an hour”
Remember, you have other offers.
Negotiation, continued

Silence is a powerful tool. If the recruiter
makes you an offer, or you have asked
him/her to improve the offer, resist the
temptation to speak. Just wait. A week if
necessary!
Move on if you can't close the deal.




Despite your best efforts to reach an
agreement, some deals are just not
meant to be.
By breaking off negotiations, you show
the agency that you're serious.
They may even make the final
concessions necessary to close the deal.
Focus on improving your Plan B offer
and consider seeking others.
Topics
1
Introduction
2
Attitude
3
Preparation and Research
4
Negotiating
5
Wrapping it up
Finalize the deal, re-slice the pie.


Ask for a detailed summary in an email.
Add or subtract from categories of benefits.
•



Do you really need the rental car? The house
wares package? 2 bedrooms? Silk potholders?
Ask them to roll all bonuses into the wage.
If you are taking a stipend, verify it is adequate for
the location.
The contract often contains surprises. Tell your
recruiter the deal is not finalized until you review
the written contract.
Basics of Negotiating
a Travel Contract
Discussion