Tactics used by SMTEs in negotiations to attain objectives
| Tactics used by tourism producers to achieve their goals | Resorts | 5* Hotels | 4* Hotels | 3* Hotels |
|---|---|---|---|---|
| Guests’ positive reviews | 18 | 5 | 8 | 6 |
| High occupancy rate | 15 | 3 | – | – |
| Low complaint rate | 5 | |||
| Development of the tourism product (quality and differentiation) | 9 | 5 | 2 | – |
| Renovation of the existing tourism infrastructure | 7 | 3 | 3 | 3 |
| Development of personal relations with tourism intermediaries based on trust | 5 | 3 | 2 | – |
| Enhancement of the reputation regarding credibility | 8 | 2 | 2 | 2 |
| Good economic results of previous years | 8 | 4 | – | – |
| Experience obtained in the tourism market | 4 | 1 | – | – |
| Ability of decoding disputants’ behaviour | 2 | – | – | – |
| Fruitful communication | 2 | – | 5 | – |
| Brand-name | 14 | 4 | 6 |
| Tactics | Resorts | 5* | 4* | 3* |
|---|---|---|---|---|
| Guests’ positive reviews | 18 | 5 | 8 | 6 |
| High occupancy rate | 15 | 3 | – | – |
| Low complaint rate | 5 | |||
| Development of the tourism product (quality and differentiation) | 9 | 5 | 2 | – |
| Renovation of the existing tourism infrastructure | 7 | 3 | 3 | 3 |
| Development of personal relations with tourism intermediaries based on trust | 5 | 3 | 2 | – |
| Enhancement of the reputation regarding credibility | 8 | 2 | 2 | 2 |
| Good economic results of previous years | 8 | 4 | – | – |
| Experience obtained in the tourism market | 4 | 1 | – | – |
| Ability of decoding disputants’ behaviour | 2 | – | – | – |
| Fruitful communication | 2 | – | 5 | – |
| Brand-name | 14 | 4 | 6 |
Sharing content requires targeting cookies to be enabled. Please update your cookie preferences to use this feature.