Negotiating with Convention Centers

What's the secret of their success? Here are seven strategies to help you negotiate a contract that will have you kicking up your heels.

  1. Balance Risk

    Convention center contracts are written to be entirely one-sided. The reason? Facility ownership believes it should not hold any risk. “The deck is stacked against you before you start [negotiating],” says John Foster, Esq., Foster, Jensen & Gulley LLC, based in Atlanta. “Meeting sponsors have a duty not to sub

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