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May 2, 2014

PCMA: Four Tips For Effective Hotel Contract Negotiations

Before any planner can focus on the the fun elements of bringing attendees together, there’s one not-so-enjoyable item that looms overhead: signing the hotel contract. I caught up with Tyra Hilliard, PhD, JD, CMP, professor, speaker, and contract expert, to get a sense of some of the key issues facing planners and suppliers in today’s industry. Before you enter your next negotiation, here are four helpful tips to take with you to the table.

1) Don’t blame the hotel sales rep for an unexpected surprise.

Just found out the fourth floor is getting a makeover when your group arrives? Realized that jackhammers will be tearing up the main entrance during your meeting? Most likely, the hotel sales rep was just as surprised to learn about it.

“I always feel a bit bad for hotel sales people,” Hilliard says. “They’re not among the first to know about when a renovation might occur. The owner is the one making the ultimate decision.”

“When a renovation arises after the contract is signed, it’s not the sales representative’s fault,” Hilliard adds.

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