Hotel sales
The Corporate Rate Negotiation
A corporate client wants to renegotiate our rate and they're comparing us to three other hotels
Your objective
Retain the account at no lower than AED 540/night, or at AED 480 with additional commitments (F&B minimum, meeting room spend, early payment terms) that maintain the overall yield.
The counterpart
Marie — Corporate Travel Buyer
Temperament: The Analyst · Difficulty: advanced
Skills trained
- anchoring
- discovery
- expand pie
- conditional concession
What a good run looks like
Score 70+ with agreement at your difficulty ceiling to unlock harder counterparts. Swanx coaches the exact phrases that cost you points — dimension by dimension.