Scoring a Good Deal

Knowing the total value of your small meeting will enhance your negotiating position, as this expert details.

It's a given that the better the deal you can negotiate for your small meeting, the more value you bring to your organization. So it's important to know what you can do to sweeten the pot for the hotel when your meeting will take up fewer guest room nights than perhaps the hotel would like.

We asked David Lutz, CMP, executive vice president of Conferon, Twinsburg, Ohio

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