Your meeting contract is the foundation on which everything else is built. Work with hotels on contracts that balance precision and flexibility. And watch your ego: Remember, a win/lose situation, even if you "win," can be more hazardous in the long run than a win/win agreement. First, Know Your Value No matter what the current trends, your first step in negotiating is to know what your conference is worth to the property. Does it take place during the off-season, shoulder season, or in ...

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