Negotiating Beyond the Typical Venue Contract

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Negotiating a hotel or convention center contract with the most favorable terms for the organization is job one for a business event strategist. The property sales team, on the other hand, wants to get the best deal for the venue. In today’s climate of evolving market conditions and new risks, some negotiations can be intense. In this role-play session, individuals from both sides of the table negotiate sensitive clauses, and a panel of subject matter and legal experts offer their expertise.

Learner Outcomes:

  • Learn new tactics and tools for venue contract negotiations
  • Examine three challenging negotiation scenarios in fine detail
  • Break down sensitive contract clauses into bite-sized pieces

PCMA is an Approved CAE Provider & CMP Preferred Vendor.


  • Duration: 1:00:00
  • Date: 01/07/2019
  • Speakers:

CMP Certification

  • EIC Status: Designated
  • CMP-IS Domain: CMP Submission Pending
  • Clock Hours: 1

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