Course | Madison College Outline of Instruction

10109113Risk Management, Negotiations, and Legal Issues

Course Information

Description

A broad-based introduction to event contracts and negotiations. Students identify issues that are negotiable, the steps in the negotiation process and commonly used negotiation techniques. The class also focuses on basic contract provisions and key clauses of a facility contract. Includes discussion of risk and liability issues they apply to event contracts.

Total Credits

Course Competencies

Summarize the basic elements of a facility contract

Assessment Strategies

on an exam

Criteria

you articulate how to execute a contract with a hotel

you summarize the characteristics of a basic convention center contract

you summarize the characteristics of a basic hotel contract

you identify the components of meeting dates, rates, and space in a hotel contract

you use common facility contract terms and terminology

you articulate how to modify a contract with a hotel

you use appropriate contract language

you compare the differences between a hotel and a convention center contract
Analyze standard clauses of a facility contract

Assessment Strategies

on an exam

Criteria

you distinguish between cancellation and termination

you distinguish between a breach and a default

you use terms for return of deposits

you summarize how to add an addendum to a contract

you articulate the elements of function space clause

you articulate the elements of the liquid damage clause

you articulate the elements of a cancellation clause

you articulate the elements of a termination clause

you articulate the elements of an attrition clause

you examine the fine print of a hotel contract
Identify hot contract issues of the meetings industry

Assessment Strategies

on an exam

Criteria

you identify contract trends in facility contracts

you identify the elements of a well written speaker contract

you identify the elements of conflict-of-interest waiver form

you identify the elements of speaker copyright, trademark waiver form

you identify the elements of an Internet waiver form

you identify the elements of an audio and video record waiver form

you summarize commercialism/marketing policy

you summarize key hotel contract issues facing the meeting planner

you determine key speaker contract waiver forms
Summarize common negotiable items

Assessment Strategies

on an exam

Criteria

you summarize the provisions of a sleeping room rebate

you summarize the provisions of sleeping room commissions

you summarize common hotel service fees and gratuities

you summarize common strategies in maximizing sleeping room blocks

you identify common practices in securing complimentary rooms and upgrades

you summarize items and services to negotiate with sleeping rooms

you summarize items and services to negotiate with food and beverage

you summarize items and services to negotiate with meeting and exhibit rooms

you summarize the diverse logistical elements commonly negotiated
Articulate the key skills to successful negotiations

Assessment Strategies

on an exam

Criteria

you identify elements of group history

you articulate how hotels evaluate the economic value of a meeting

you prioritize meeting needs for negotiation purposes

you identify characteristics of a successful negotiator

you identify key issues to consider when planning for a negotiation

you break down the steps in the negotiation process
Identify commonly used negotiation strategies

Assessment Strategies

on an exam

you participate in a role-play in negotiating

Criteria

you articulate the tips for negotiating hotel contracts

you identify the guidelines for re-negotiating

you summarize the most commonly used negotiation techniques

you utilize questioning techniques
Explore how to deal with medical, fire, and security emergencies

Assessment Strategies

by identifying common responses to emergencies and interruptions of a meeting

by developing a risk management checklist

on an exam

Criteria

Checklist includes medical emergencies preparations and key actions

Checklist includes demonstrations and confrontations preparations and key actions

Checklist includes fire safety preparations and key actions

Checklist includes bomb threats preparations and key actions

Checklist includes other potential contingencies preparations and key actions

you identify potential responses to a fire at a meeting

you examine potential responses to a medical emergency meeting

you examine potential responses to a demonstration at a meeting

you examine potential responses to labor strikes to a meeting

you examine potential responses to service and/or product shortages or stoppages to a meeting
Examine important factors in a crisis management plan

Assessment Strategies

by creating a crisis communication plan

on an exam

Criteria

Crisis communication plan includes potential causes

Crisis communication plan includes steps/process to follow if crisis occurs

Crisis communication plan includes key parties to involve/coordinate

Crisis communication plan includes steps/process to coordinate with possible existing crisis plans

Crisis communication plan includes communication outlets and resources

Crisis communication plan includes audience groups and members
Use safeguards to reduce a meeting's risk

Assessment Strategies

on an exam

Criteria

you determine the host liquor liability and implications

you determine the music licensing and implications

you summarize the purpose of meeting cancellation insurance

you summarize the purpose of professional liability insurance

you summarize the purpose of convention liability insurance

you identify ways to maximize sleeping room blocks

you identify ways to minimize use of sleeping rooms outside of sleeping room blocks

you summarize common insurance options for a meeting

you minimize sleeping room attrition