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September 22, 2017

Americas: Why Hotel Negotiations Are Like a Game of Tetris

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Early Saturday morning during Global DMC Partners’ Connection 2017 conference in Las Vegas last month, a dedicated audience of meeting planners showed up, coffee in hand, for a special session. Organizers added a hotel negotiation panel after the topic topped the request list in pre-event surveys. Catherine Chaulet, president of Global DMC Partners, said, “Once we surveyed the clients, one thing became clear: It is hard to negotiate the right rates, cancellation policies, and attrition clauses.”

As well as Chaulet, the session contributors were Virgil Napier of Kimpton Seafire Resort + Spa; Azalea Hernandez of Fiesta Americana Puerta Vallarta; Megan Archambeault of MGM Grand Las Vegas; Mark Sergot of Associated Luxury Hotels International; and Mustafa Yalcin of Universal Travel Services.

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