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April 4, 2016
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Americas: The Magic Words That Will Win Your Meeting Negotiation


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Just say this: “Yes, my dates are flexible.” Because of course Hotel X wants your meeting! But it doesn’t love that pattern of yours. Would you consider a Sunday arrival?

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Photo by Freeimages.com/Mike Johnson

We are well into the seller’s market (or “compressed marketplace,” as one hotelier in a recent panel discussion prefers to call it). Not only is space hard to come by due to the continued lack of new supply and an increase in meetings, there’s also the booming demand from transient travelers keeping up rate pressure. Add rising prices for F&B and more-involved production and setups, and planners aren’t even able to absorb the higher room rates and make it up with savings elsewhere.

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