by Lisa A. Grimaldi | September 23, 2013
When negotiating with suppliers, Idan Keren, CMM, senior director at OKT Corporate Event Managment (, recommends giving the other party more motivation to work with you. For example, a corporate client recently asked Keren to book a block of 75 rooms at a high-end hotel near the Walter E. Washington Convention Center in Washington, D.C. Though the budget was generous -- $280 per room, per night -- availability was limited, due to a citywide convention taking place at the same time. When a hotel offered a nightly rate of $300, Keren negotiated a $20 discount by offering to book the same business at the property for the following year.