Negotiating With Hotels

It's the burning question for many planners: how to negotiate with hotels to get the best deal for their meetings. Tim Brown, a partner with Meeting Sites Resource, Irvine, Calif., explored that subject in depth in a session he led on negotiations and contracts at NEMICE (New England Meetings Industry Conference & Exposition), held in Boston this spring. Understanding the variables that come into play, Brown said, is fundamental to getting a good deal.