How to Negotiate Meeting Contracts

How to Negotiate Meeting Contracts

What you need to know to successfully negotiate a contract for your meeting, from knowing what you absolutely must have (as opposed to what you want), to rooms-to-space ratios, to concessions and addenda—plus a primer on the role a hotel's revenue manager plays in the background of the negotiating process.

Imagine this scenario: You're trying to book a hotel for an upcoming meeting, but your hotel salesperson keeps questioning whether you really want to be in that locale, and in that type of hotel. It gets to the point where you feel she doesn’t want your meeting at her hotel. So you come right out and ask—and she admits that the hotel is in need of renovation and it likely won’t be done by your meeting’s date. In effect, she talks you out of booking her

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