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Arena Facility Operator

Real-Life Activities

Real-Life Decision Making -- Solution

You play nice and find out more about their particular situation.

Given the court costs involved with holding someone to a contract, facility operator Glenn Menard chose this option. He asked the association's organizer what their reason was for canceling so close to their meeting date. The answer was straightforward: the group planned on 6,000 attendees, and only half of that registered. They no longer needed the amount of space they reserved and could not afford it.

Having this piece of information allows you to negotiate with the group, says Menard. You need to talk to the client and see what the real problem is, he says. "Then the real thing you do is you try to save the business."


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