Leading Meeting Professionals

Professional Convention Management Association

September 2012

CMP Series: Give & Take

By Corrie Dosh, Contributing Editor
  • Develop your own contract templates, Duff said. Buyers often negotiate a discount on services, but then sign a standard hotel contract that exposes their group to liabilities and penalties that dwarf whatever negligible discounts they achieved on rates. "I've heard some groups say that the size of their business doesn't support using their own contract," Duff said. "I don't agree. If you plan in advance and the hotel knows that using your contract template is an important part of winning your business, the hotel will use your template." 
  • Enter negotiations with a "wish list" of freebies, discounts, and upgrades that would be most valuable to your organization. High-level events may appreciate room upgrades, regional meetings may like free parking, and almost all attendees are looking for free Wi-Fi.

     "Everyone has a laundry list of nice-to-have's," said Amy Allen, director of marketing for Caesars Entertainment. "But no supplier in the world can give you every single one of those things and have it be a mutually beneficial transaction. So be honest with your suppliers about which things are really important to you, and they'll make it happen. Our vice president of sales, Jordan Clark, has a great saying that really applies here: "We can't do everything, but we can do anything.'"
Earn Your CEU

Here's how to earn your CEU hour. Once you finish reading this CMP Series article, read the following material:
  • "Dealing With the "Irrational' Negotiator," an excerpt from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, by Deepak Malhotra and Max H. Bazerman, available at convn.org/negotiation-excerpt.
  • To earn one hour of CEU credit, visit pcma.org/convenecmp to answer questions about the information contained in this CMP Series article and the additional material.
  • To earn additional credit, you can take more more tests in our series here: pcma.co/ConveneCEUs
The Certified Meeting Professional (CMP) is a registered trademark.

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