Contract rate negotiations: Bridging buyer/seller gap

Ragone, Gina LaVecchia
October 2012
Hotel Management (21582122);10/8/2012, Vol. 227 Issue 12, p1
Trade Publication
The article discusses the implication of contract rate negotiations on the hotel industry. It notes the significant discrepancy between the expectation of hoteliers from corporate negotiated rates and the expectation of contract travel buyers to payment. It also cites various aspects that may impact rate negotiations such as unemployment, economy and election results. Moreover, it projects the occupancy rates of lodges to increase by 2 percent in 2013.


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