This webcast will detail how to explore the various factors that would affect a negotiation, from outside forces such as the economy and politics to situations unique to an event such as lead time and group size. Expert negotiators will share techniques for identifying strengths and weaknesses in a negotiating position and provide strategic tips for leveraging the strengths and minimizing the weaknesses.
John S. Foster
, Esq., CHME, is an attorney, speaker, author and legal counsel, whose firm Foster, Jensen & Gulley specializes in the legal aspects of meetings and conventions, trade shows and events, and association management. He has been an associate or general counsel for over 400 national and regional associations and companies since 1986 and is the author of the soon-to-be-published Hotel & Facility Contracts: A Field Guide and Best Practices for Meeting & Event Professionals. He has been named nine times as one of the 25 Most Influential People in the Meetings Industry by Successful Meetings/MeetingNews. John has also been selected as a Subject Matter Expert for the Meeting Professionals International's peer-to-peer assistance program, a select member of the MPI Advisory Panel, and a Platinum Speaker for MPI and a former outside counsel for the organization on industry contracts and other legal issues.
Jonathan T. Howe
is president and a senior and founding partner of Howe & Hutton, Ltd. He is also General Counsel to Meeting Professionals International, the U.S. Chamber of Commerce Association Committee of 100, The Sports & Fitness Industry Association (formerly known as the Sporting Goods Manufacturers Association) and International Special Events Society, to name just a few. He is the special advisor to the American Bar Association Standing Committee on Meetings and Travel. He was selected by his peers as a Member Fellow of the American Society of Association Executives and received the "Pacesetters Award" from the Hospitality Sales and Marketing Association International. He was named the inaugural recipient of the Hospitality Industry Attorneys of the Year by the Academy of Hospitality Industry Attorneys. As an adjunct professor he has taught courses in association management and hospitality industry law at Roosevelt and DePaul Universities. He is admitted to practice before numerous federal district and appellate courts and is one of few lawyers to have appeared and argued before the United States Supreme Court.
Jennifer D. Collins
, CMP, is president and CEO of JDC Events, a Washington, D.C.-based event design company that delivers programs for corporate, government and nonprofit clients, which has been ranked one of the top meeting and event planning companies in the Washington, D.C. region by the Washington Business Journal for 11 consecutive years. She also serves as leader in the business community, including as vice chair of the board of directors for the Women Presidents' Educational Organization; member of the Women Presidents' Organization, a peer advisory group for women running multimillion dollar companies; and a member of the Women's Enterprise Forum, an advisory group to the Women's Business Enterprise National Council. Jennifer has earned the coveted industry designations of Certified Meeting Professional (CMP) and is a graduate of The American University in Washington, D.C. as well as the TUCK-WBENC Executive Education program at Dartmouth.