How do you prepare a commission negotiation with an OTA?

Most operators never negotiate with their OTAs. They accept the standard terms, then complain about them for years.

An account manager has targets. A well-prepared supplier can help them reach those targets, and that is where a negotiation starts.

Know what your account manager is measured on

Account teams are usually measured on bookings, revenue and growth in their region and category. Some also carry targets for new inventory or exclusive content.

Ask yourself which of those numbers you can move. That is your currency in the conversation.

Know what is negotiable

• Commission tiers tied to volume or growth.
• The price and terms of placement or marketing programmes.
• Inclusion in seasonal campaigns and features.
• Payment frequency.
• Content support: photography, translation, page reviews.
• A named contact and a quarterly review.

The headline commission is the hardest point to move. The terms around it often move more easily, and can be worth as much.

Bring a file, not a complaint

• Your bookings and growth on the platform over 24 months.
• Your conversion and review scores against your category.
• New products or dates you can add next season.
• What you could offer first, or only, on that platform.
• Your margin table by channel, kept for your own side of the table.

Choose the moment

Ask before the platform’s season planning and before your own price grid is published. A request in peak season, when you need visibility most, is a weak position.

Agree on something measurable

End with a written commitment: a rate for a volume, a placement for a period, a review date. Then measure it.

A deal that is never reviewed tends to drift back to standard terms within a season or two.