Business of Meetings: Negotiate Effective Event Contracts and Alliances

Business of Meetings: Negotiate Effective Event Contracts and Alliances

Event Information


Nov 03, 2021 - Nov 03, 2021


11:30 AM - 3:30 PM



United States

CAE Credits:




Member Price:


NonMember Price:



Love it or hate it, almost every meeting professional is involved in contract negotiations, with a recent increase over the last year. Negotiating successfully requires both an efficient process and “soft skills” that aid communication and interaction with others. By understanding all of these elements, you can become well versed in the art of negotiations.


This program, one of six courses in the Business of Meetings Certificate Program , reviews key tactics in contract negotiations and identifies concepts that you will be able to use in your next negotiation. Register now to:

  • Learn what clauses you should insist on and where you can be more flexible.
  • Get negotiation tips from both the vendor and meeting planner points of view.
  • Review concepts of negotiation that will ensure transparency from all parties.

Registration for this online session will close Tuesday, November 2, at 2:00 p.m. ET.

Accessibility Features:

This program will be hosted via Zoom and will have captioning provided by

During the program, the content leader will be utilizing breakout rooms for group work. captioning is not available in the breakout rooms. If you would like to request a live captioner to be available in the breakout room, please reach out to Vivienne Oxford.

The Business of Meetings Program is a six-program series covering key topics in meeting management. Participants who complete all six courses will earn the ASAE Business of Meeting Certificate. All current offerings for the series can be found on the Business of Meetings Certificate Program page.

  • Speakers

    • author image

      Lancey B. Cowan, CAE

      I have been in association meeting management since 2000, mostly managing and overseeing citywide meetings with some smaller programs (and now virtual) thrown in. I started out as a convention manager for an education association and am now the Chief Meetings Officer for the Association for Research in Vision and Ophthalmology (ARVO). I am nearing 15 years with ARVO and have worn many hats during my tenure including meeting logistics, contracting, vendor management, onsite staffing, overseeing program management and overseeing our awards programs. My particular passion is everything involved in the housing management process, from negotiating contracts to managing blocks with our housing partner to dealing with onsite issues. I love a good "puzzle" and a new problem, so being a meeting planner in the time of Covid-19 hasn't let me down. When I'm not working, I like to walk, jog and hike, papercraft and read pretty much anything. I live in Frederick, Maryland with my 15-year-old daughter and our two dogs.

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