Airbnb partnerships, international negotiation, cultural context, commercial strategy, complementary services, local experiences, activity bookings, competitive pricing, service fees, hosts, guests, two-sided marketplace
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Abstract
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Abstract
Discover key issues to consider for national and international negotiations to set up new Airbnb partnerships, focusing on complementary services like local experiences and activities.
Extract
[...] Q4: How to define the best negotiation tactics? Negotiation is structured around six major approaches, divided into two opposing logics: cooperation and confrontation. This conceptual framework, widely used in management, allows for establishing solid and lasting relationships between the parties involved. The first step involves evaluating the power ratio: identifying the respective needs and interests, as well as each party's influence capacity. Adapting one's strategy to that of one's interlocutor while taking into account the global context is essential to achieving a favorable outcome. [...]
[...] Similar to the Spanish, they are in confrontation (even more) but express their emotions. To balance the German level of confrontation, the French should avoid confrontation more and more. England The United Kingdom is located in the bottom right quadrant. The Germans express their negotiations in negotiation but avoid confrontations. To succeed, it will be necessary to go in the direction of the English: avoid confrontation and express emotions more and more. But it all depends on the negotiation, if force could be useful to have quick results. [...]
[...] Q1: What is Airbnb's commercial strategy? Where is the strategic axis of partnerships to be developed in this strategy? Airbnb operates as a two-sided marketplace connecting hosts (property owners) to travelers (guests) seeking short-term accommodation. Hosts can offer rooms, apartments, or entire houses, while travelers book directly through the platform. The Airbnb Experiences program, which allows hosts to offer activities, is another source of revenue. Hosts can choose different payment methods: bank transfer, PayPal, international wire transfer. Airbnb's business model is primarily based on service fees applied to hosts and guests. [...]
[...] - The guests are travelers looking for a local accommodation or experience. They use the app to filter the offers according to different criteria (location, price) and make their reservation and payment through the platform. Marketing and Action Plan The promotional strategy will be based on user-generated content, a very effective referral program, digital marketing, content creation, social networks, and sponsorship campaigns. Historically, the 'Don't Go There, Live There' and 'That's Why We Airbnb' campaigns have highlighted the authenticity and unique experience of stays. [...]
[...] The creation of value in client-supplier relationships largely depends on the quality of collaboration, which is still relatively understudied compared to simple value creation. The study conducted in this framework shows that trust is a determining factor in establishing an effective and durable working relationship. According to a relational approach, trust is built over time and allows partners to adapt, cooperate better, and achieve common goals. On the other hand, trust in a client-supplier relationship is nourished by both cognitive and affective dimensions. If cognitive trust generally precedes affective trust, their complementarity contributes to strengthening the quality of the relationship. [...]
