Don't even think about autographing that contract until you . . .1. Get all elements in writing. The vast majority of contract disputes occur because small but potentially costly points were not spelled out, says attorney John Foster. And remember: According to contract law, verbal agreements are not legally binding.2. Do your homework. Know the meeting goals and objectives, the program format, and the spending history of your group, says independent planner Bonnie Wallsh. Based on this information you'll know which contractual battles are worth fighting. 3. Preempt your counterparts. Approach hotels with your own contract, or at least a well-defined set of conditions, says association planner Peter Aleskovsky. If you're making changes to a document the hotel's already drawn up, you're playing defense. And those amendments will likely need approval from higher-ups at the property. 4. Get legal advice. Especially for big events or new contracts, it's best to have an industry lawyer look over your compact, says educator Tyra Hilliard. Planners at larger corporations and associations may have access to internal counsel, which is acceptable, but not as good as a specialist in meetings law. 5. Make concessions. Business negotiations with hotels boil down to dates, rates, and space. The general tenet is: You can have any two of the three; the third decision goes to the other side. The same idea applies to contract terms, says Harvey Tiras, executive vice president of Houston, TX-based International Meeting Managers: "Make compromises."6. Don't burn bridges. Salespeople talk to one another, and you don't want to become known for an unfair approach to contracting. So drive a hard bargain, but not too hard that it's unfair or unpleasant. High turnover, especially on the hotel side, means that you're likely to see familiar faces in different places.