TRAVEL-TOURISM-MANAGEMENT5 MIN READ
Negotiate the room block with BATNA
Use BATNA and objective criteria in a hotel room-block negotiation.
Marta M Hotel sales manager 1 Anchor 2 Criteria 3 Trade Supplier negotiation 20 sec The rate jump Marta has increased the room-block rate by 18 percent during festival week. You need 36 rooms but have two viable alternatives. Without BATNA, urgency can make a poor deal feel inevitable. 36 rooms needed 18% rate increase
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