Negotiating: The Numbers Game


Wednesday, March 30, 2011
1:00 PM EDT
Watch Now

Meetings Webinar Club With the hospitality industry waking up after a long slumber in a cash-strapped buyer's market, now is the time to sharpen your negotiating skills. Recent trends show steadily climbing hotel rates in major markets, which will trickle down to the second and third tiers. Should you lock in rates now? What about value-ads and attrition allowance? How will you get the best deal for your organization?

Join Meetings Focus and negotiation expert Bill Reed, senior vice president for Experient, one of the meetings industry's leading meeting management companies, to learn the latest negotiation strategies in these changing times. Reed has also held sales and convention services leadership roles with Disney, Fairmont and Westin. According to Reed, you can negotiate for anything, if you work hard to understand what the other side needs first and foremost.

By participating in this webinar, you will be able to:

  • Identify sales cycles and need periods to pinpoint targets of opportunity
  • Learn how today's economy translates in terms of rate reduction and contract flexibility
  • What value-adds add up to a win-win situation for both sides
  • How to communicate the savings you have realized to your organization's stakeholders

Earn CEUs: This webinar is worth up to .1 point toward the initial CMP application and up to 1 point toward recertification through the Convention Industry Council.


Cedar Rapids Area Convention & Visitors Bureau Grand Traverse Resort & Spa Sonesta Bay Front Hotel, Coconut Grove
Lied Lodge Arbor Day Farm Grand Geneva Resort & Spa Lago Mar Resort & Club
Knoxville, Tennessee Chesapeake Conventions MassMutual Convention Center
Marriott Eastern Region Loews Ventana Canyon, Tucson Loews New Orleans Hotel
Utah Valley Convention & Visitors Bureau Las Vegas Hilton Eldorado Hotel & Spa

Watch Now

comments powered by Disqus

Newsletter Subscriptions

Meetings Today Newswire – Up-to-the-minute industry news distributed Tuesday - Thursday.
New & Renovated – Monthly highlights of facilities in various stages of renovation.
Meetings In A Minute – Brief video tips from planners and suppliers - distributed twice a month.
Friday With Joan – Monthly update from Joan Eisenstodt.
Michael Cerbelli's: The Hot List™ – Michael Cerbelli identifies fresh trends in the ever-changing events marketplace. Distributed every other Monday.


Subscribe today to stay up-to-date on the meeting industry.

Check the boxes of the newsletters that interest you, enter your email, then submit the form.