When do you feel that you are in a strong position when you are negotiating a Hotel management / franchise contract ? When do you see “ I win “?

when convincing the guest  ; upsell ; and guest satisfaction.

When I feel that other party is also comfortable and feel willing. This is called win-win situation for both the parties. One time bull-dozing of other party is short term victory.

There are some verbal and non verbal signals in the communication of your interlocutor that can be read in such condition; mainly:

a) When your interlocutor asks specific questions about the contract

b) When your interlocutor wants to know more information that the one that you shared or it´s available (pos sales service for example)

c) when your interlocutor asks how can be the future relations (as the Marketing plan for example)

d) When your interlocutor asks more detailed financial results/accounts

e) When your interlocutor start to makes some "accounts" mentally

f) When your interlocutor shows more affection to the business and to yourself

g) When your interlocutor has no objections about any part of the deal

i) When you offered to your interlocutor all advantages of the business and he/she will ask some more

j) When your interlocutor asks you about other references about other happy customers/well succeed businesses

k) When your interlocutor wants to deal the value price of the business / cost of the franchising

l) When your interlocutor will ask you more beneficts

m) When your interlocutor will ask a third part opinion (envolving other members/colleagues)

n) When your interlocutor start to make more "intense" notes/"draws" of the business

o) When your interlocutor will start to talk as he already makes part of the franchise; as his/her own business

....