This research is based on the phenomenon of increasing public demand for Wedding organizer (WO) services in planning weddings, thus requiring effective negotiation communication between WO and clients. In planning a wedding, sometimes there are differences between client desires and budget constraints, so that the right negotiation strategy is needed to reach an agreement. This study aims to identify the negotiation communication process between Sarahita wedding organizer and clients during the wedding planning process. The theory used in this study is the integrative negotiation theory developed by Lewicki, Saunders, and Barry. This study uses a descriptive qualitative approach, with data collection methods in the form of interviews, observations, and documentation. The informants in this study were the owner, and successful and unsuccessful clients. The results of this study indicate that communication in the negotiation process carried out by Sarahita WO is effective. At the problem identification stage, WO is able to carry out a systematic research approach, although in some cases it is still found that communication with clients is less than optimal. At the stage of exploring interests, communication is formed in a personal and open manner to build trust from clients, but the difference between desires and budget remains a major problem. In the process of offering alternative solutions, wedding organizers provide creative ideas, limiting choices to just two or three to facilitate decision-making. However, for some clients, this strategy creates the impression that available options are limited, thus reducing their satisfaction. At the decision-making stage, the process is carried out by holding a final meeting involving all relevant parties.
Keywords : Negotiation Communication, Wedding organizer, Integrative Negotiation, Sarahita