Negotiating: The Basics


Wednesday, March 13, 2013
1:00 PM EDT
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The first part of this two-segment webinar on negotiation covers some of the basics of good negotiation strategy, including what services and elements are on and off the table for meeting planners.

Post-recession, clearly there are increased expectations by senior management for improved planner productivity, cost savings and ROI. Add to the equation the introduction of Strategic Meetings Management (SMM) and the shift to a red-hot seller’s market, and corporate and association planning teams now need a strategic plan for success.

Join Meetings Focus and Robyn Mietkiewicz, CMP, CMM, director of Accounts & Global Meeting Management Services at Meeting Sites Resource, for this high-impact webinar in which attendees will learn how to assess their leverage based on hotel revenue management criteria and creating a strategic negotiations action plan that will add value to their meeting and bottom line.

Meetings are big investments and in today’s value centric meeting environment, a hotel negotiations action plan is a must to assure maximum meeting value.

Participants will learn the following:

  • How to understand industry issues and trends that impact negotiations
  • Pinpoint the variables that influence hotel availability and pricing
  • How to review how hotels value your meeting/key hotel revenue management components
  • How to examine methods to assess your leverage using a strategic RFP process
  • How to implement five steps to value-based negotiations

Earn CEUs: This webinar is worth 1 clock hour of continuing education toward the initial CMP application and recertification through the Convention Industry Council.


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