When it comes to negotiating, meeting managers have long relied on relationship-building and getting to “win-win” with hotel sales staff. But is it in your organization's best interest to provide all your meeting specifications up front in the name of relationship-building? I say no. The reality is that everyone can't win in a contract negotiation. Each side has to give up something to make everyone satisfied with the final outcome. That is what you should be focusing on: satisfaction ...

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