1- Develop Your Own Contract - The ideal starting point for contract negotiations is to write your own version of the hotel contract. Hector de Castro, FFE company General Manager and Sworn Translator, has developed different contract templates, which he sends to a hotel after he receives its proposal and contract. You might find yourself in the situation of a hotel tender deciding to include a list of items or brands, or you might be in an OTA, Furniture or Foodservice company supplying products to hotels. Whatever the case might be, he recommends working directly with a lawyer to write your own contract. 2- Get Everything in Writing - If the hotel company doesn’t accept the contract, he sends the hotel a prioritized list of items/clauses he wants to be included in the hotel’s contract. These items should not surprise the hotel. By the contract-negotiation phase, the hotel should know the basic needs, based on the request for proposal (RFP) and subsequent conversations. 3- ...