Negotiating with Big OTAs
Contract terms, parity clauses, commission renegotiation, KAM relationships — sitting across the table from Booking.com without flinching.
When you finish this course…
- Read an OTA contract and identify the three clauses to push back on first
- Renegotiate commission by 1.5-3 points without losing OTA visibility
- Argue the Genius vs. Preferred vs. Boost trade-off with ROI math
- Defend your direct channel against OTA's "we drive incremental" claim
- Build the case that gets your hotel into a Booking.com Preferred tier
- Maintain a KAM relationship that earns the right to ask
About this course
OTA negotiations don't happen in the contract review. They happen in the six months before, when you build the leverage that lets you sit at the table and ask for 2.5 points off commission without losing visibility.
This course covers the 14 OTA contract clauses (and the 3 that always come back to bite you); the volume vs. mix argument that gets commission concessions; the visibility-program math for Genius, Preferred, and Boost; and the KAM relationship cadence that earns the right to ask in the first place.
Built for distribution directors, commercial directors, and operators with multiple properties on the same OTA contract.