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All Journal Proceeding Seminar Nasional Riset Terapan Administrasi Bisnis dan Mice (SNRT)
Ariana Zahra Hermawati
Politeknik Negeri Jakarta

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Komunikasi Negosiasi Kontrak sebagai Instrumen Optimalisasi Anggaran dalam Penyelenggaraan Event MICE Asterina Anggraini; Karbala Madania; Sudarno; Ariana Zahra Hermawati; Maulin Nabila
Seminar Nasional Riset Terapan Vol. 15 No. 01 (2026): SNRT XV TAHUN 2026
Publisher : Administrasi Niaga Politeknik Negeri Jakarta

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.32722/snrtbisnis.v15i01.7087

Abstract

This study aims to examine the contract negotiation communication process, the strategies employed, and its role in budget optimization for MICE (Meetings, Incentives, Conferences, and Exhibitions) event management. A descriptive qualitative approach was adopted, with data collected through in-depth interviews with 10 purposively selected MICE event organizers in Jakarta and Depok. Data were analyzed using NVivo software through thematic coding. The findings reveal that contract negotiation communication consistently unfolds in three stages: pre-negotiation, negotiation execution, and post-negotiation. Across all stages, clarity of work scope, collaboration, and active listening emerged as the dominant communication elements. Six negotiation communication strategies were identified — rational persuasion, data-based communication, vendor assurance techniques, bargaining techniques, conflict resolution, and structured argumentation — with the collaborative approach proving most effective. Contract negotiation communication demonstrably contributes to budget optimization through four dimensions: value for money, cost efficiency, cost control, and budget savings, with savings ranging from 10% to 15% of the initial total budget. These findings affirm that contract negotiation communication serves as a strategic instrument in MICE event management, particularly in achieving budget efficiency without compromising service quality.
Co-Authors Asterina Anggraini Karbala Madania Maulin Nabila Sudarno