Negotiating with hotels

I found an interesting document for associations on the ICCA website:

Ideas and advice for meeting planners to obtain a better understanding of the hotel business objectives that drive hotel negotiating positions.

Most hotels have limited experience of dealing with associations, and are more familiar with corporate meetings and intermediary agencies, whose needs and buying behaviour can be very different from those of association planners. Many buyers in the association world have limited experience of negotiating with hotels, and do not clearly understand the business objectives that drive hotel negotiating positions. Most guides on the subject of negotiating concern themselves with the corporate market. These three facts add up to the need for a simple guide to assist the international association buyer to speak the same “business language” as the hotel sales representative, and to obtain a fair deal that reflects the importance and value of their event.

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Negotiating with hotels