What's a Planner To Do?: Strategies for negotiating in today's seller's market

It hurts," says Mickey Schaefer, vice president membership, meetings, conventions, and administration, with the American Academy of Family Physicians (AAFP), Kansas City, MO, explaining that one chain refused three pieces of her business in three months. Despite their long-standing relationship, the chain turned down the AAFP, which spends an estimated $8 million a year on meetings. The business just wasn't profitable enough.

It's a situation that is becoming all too familiar to plann

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