09.15 Coffee and introductions
09.30 What kind of negotiator are you? (Review of questionnaire sent in advance)
10.00 Unique industry jargon, and the nature of events
10.30 The subvention question
10.45 Coffee
11.00 The principles of contracts
11.15 Reviewing a hotel contract – the surprising bits
12.00 The art and science of negotiation – tips and techniques for you
12.30 Working lunch, including AV specifically – cutting costs on the hard- and software
13.15 How to benchmark and recognize a “good deal”
14.00 Questions and close