Concession Guardrails and Trade Matrix
Defines the written concession menu, value limits, and trade rules a seller may use in negotiation without improvising under pressure.
Why This Matters
Concessions granted in the heat of a closing call are the quietest profit leak in hotel sales. A written matrix converts negotiation from nerve into arithmetic, and it protects sellers from clients who negotiate for a living. Every concession must buy something; a gift that purchases nothing teaches clients to ask for more.
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