2017 World Education Congress

Value-Based Negotiations: How Hotels Value Your Meeting

Jun 20, 2017 4:45pm ‐ Jun 20, 2017 5:45pm

Credits: None available.

Standard: $34.99
Premier: $24.99
Preferred: $24.99
Essential: $24.99


In today’s value centric environment, clearly there are increased expectations by senior management for improved planner productivity, added meeting value, cost savings, hotel contract risk reduction and ROI. Add to the equation the introduction of Strategic Meetings Management (SMM) standards and the shift to a hot seller’s market, corporate and association planning teams now need a strategic plan for success. In this interactive workshop, attendees will learn how to track and leverage their meeting activity and spend against hotel revenue management criteria and create a strategic negotiations action plan that will add value to their meeting and bottom line. Additionally, this process will also enhance the communications with hotel partners.

Learner Outcomes:

  • Understand industry issues and trends that impact negotiations.
  • Know the variables that influence hotel availability and pricing.
  • Review how hotels value your meeting / key hotel revenue management components.
  • Examine methods to assess your leverage using a strategic RFP process.
  • Learn how to communicate real meeting value to senior management.


  • Cheryl Payne, CMP CMM , Sr. Director, Global Meeting Management, Meeting Sites Resource


  • 1.00 - Contact Hours

You must be logged in and own this session in order to post comments.