NegotiatingTips

What's the Difference? Listen to what Jim Whitman has to say on the subject of resort negotiations. Whitman is senior vice president, associate member programs, for the National Association of Chain Drugstores in Alexandria, Va.:

"If a resort has a particular group room rate and we say we'd like to talk something less than that, generally the response is no. Then I'll say, 'Let me tell you about the profile of our people. We've got an audience that includes the chairman, CEO, and pres

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