Leverage in Hotel Negotiation: Where You Have It, Where You Don’t

Leverage in Hotel Negotiation: Where You Have It, Where You Don’t

With demand solid and room rates poised to increase, it’s critical to know how hotels value your meetings.

If you’ve been to an industry meeting in the past year, you may have heard Michael Dominguez, vice president, global sales, Loews Hotels & Resorts, talking about “the new abnormal.” In a presentation he says he delivered 19 times in 2011, Dominguez pulls back the curtain on hotels’ profit and loss statements as a way to help meeting planners get what they need in their contracts.

“Nothing makes you look weaker than trying to leverage something that

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