Negotiating Tips for a Changing Market

Get ready for a seller’s market with our experts’ negotiating advice on how to work with your hotel partners.

If there was a bright spot for association meeting professionals through all the canceled meetings, attendance struggles, and budget cuts of the Great Recession, it was to be found at the negotiating table.

A combination of lower demand caused by a weak economy, and higher room supply created by a surge in new hotel construction produced one of the strongest buyer's markets in recent memory. Hotels would take just about any meeting they could get and planners — for the

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