We negotiate with a hotel but when we receive the contract, some of the points we had won (and the sales manager verbally agreed to) are mysteriously missing. What do you suggest? A negotiating checklist. Check each priority item off as you negotiate it, and insert a number (e.g., for comp rooms) or price (e.g., for room rate), as appropriate. Sign and date it. Have the sales manager add his or her signature. Be sure to initial any items that have been crossed out or erased. Give the sales ...

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