The document outlines strategies for negotiating hotel contracts, focusing on centralized reservation systems and maximizing bookings. Key negotiation tips include preparing by reviewing past contracts, understanding promotional schemes, and presenting past achievements to strengthen the negotiation position. It emphasizes the importance of adapting contracts based on demand and seasonal rates while ensuring effective communication and collaboration with hotels.

1. Hotel Contracts

2. Contract Negotiation
Strategies/Setup/Plan/Platform

3. Negotiation Strategies
1. Centralized Reservation System
2. Maximum bookings at same Hotel
3. One Point of Contact
4. Suitable Approach as per Hotel’s demand/standard
-Profit Sharing Partner @ room night
- Profit Sharing Partner @ guest’s expenses in hotel
-Sales & Marketing Agent
-Online Travel Portal (B2B)
-Online Travel Portal (B2C)
-Travel Agent/Tour Operator
5. Offer hotel to participate in Different Promotional Schemes

4. Hotel Promotion for Better Rates
Example:1

5. Hotel Promotion for Better Rates
Example:2

6. Hotel Promotion for Better Rates
Example:3

7. Negotiation Tips (I)
(pre contract preparation for best rate/deal)
1. Set Hotel’s Priority for our group
2. Review Last Year’s Contract for reference
3. Deep study of past data, specially room nights provided to the
specific hotel or its competitor (in case of fresh contract)
4. Set hotels profile on basis of past record (what we have provided
maximum to this specific hotel)
No of rooms or
No of room nights or
No of guest or
Sale amount
5. See/Examine the different promotional schemes that are being
followed by others for this specific hotel.
6. Set Approach to be followed

8. Negotiation (II)
1. Warm Introduction
This includes your personal & our group’s
introduction both

9. Negotiation (II)
2. Presentation
Info/figures/awards/of our past achievements
in different areas.

10. Negotiation (II)
3. Shopping at different portals
Front shopping

11. Negotiation (II)
4. Complementary Room
On the basis of past records
connected to No of rooms, No of
room nights, No of guest, Sale
amount (whatever applicable in our
favor)

12. Negotiation (II)
5. Re-negotiate contract for Shoulder Dates
Always try to renegotiate rates in low season &
get the contract revised in our favor.

13. Negotiation (II)
6. Future Rates
If rates are not definite yet, confirm the
formula to be used.

14. Thank You
-Nitin Sharma
taj_nitin@yahoo.com
Contracts Manager @ www.toptraveltrip.com