Perceived negotiation strategies used by SMTEs
| Strategies (using the terminology of respondents) | Resorts | 5*Hotels | 4*Hotels | 3*Hotels |
|---|---|---|---|---|
| Inflexible positioning, rejecting any proposed alternative | 17 | 5 | 6 | 5 |
| Never accepting disputants’ initial requests | 16 | 6 | 7 | 4 |
| Creating deliberate delays in the negotiation process to tire out disputants | 5 | 1 | – | – |
| Setting inflexible bottom lines | 19 | 5 | 5 | 4 |
| Studying and analysing previous years’ accommodation contracts | 18 | 5 | – | – |
| Strategies (using the terminology of respondents) | Resorts | 5*Hotels | 4*Hotels | 3*Hotels |
|---|---|---|---|---|
| Inflexible positioning, rejecting any proposed alternative | 17 | 5 | 6 | 5 |
| Never accepting disputants’ initial requests | 16 | 6 | 7 | 4 |
| Creating deliberate delays in the negotiation process to tire out disputants | 5 | 1 | – | – |
| Setting inflexible bottom lines | 19 | 5 | 5 | 4 |
| Studying and analysing previous years’ accommodation contracts | 18 | 5 | – | – |
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