HADM 4110 - Negotiations in the Hospitality Industry

Spring. 3 credits. Letter grades only (no audit).

Prerequisite: HADM 1150 or equivalent. Enrollment limited to: undergraduate students. Grad students must enroll in HADM 6110. This course has a strict no dropping policy after the first week of class. Satisfies HADM or free electives for SHA students. Course fee: $53. Required registration fee for use of cases distributed online. Co-meets with HADM 6110.

T. Simons.

Negotiation is a critical factor in business success. This course provides hands-on experience in negotiation in the hospitality context. Through the use of role-play exercises, discussions, and writing exercises, students develop into tough negotiators with whom people will want to continue doing business. Students become more comfortable with negotiations and develop their own personal negotiating style. Students also learn how to adjust their negotiating style to respond appropriately to others’ different personalities and negotiation tactics.

Outcome 1: Students will identify key issues and appropriately apply discipline principles to analyze a hospitality management solution.

Outcome 2: Students will critically evaluate a hospitality management problem and will formulate a solution based on principles from at least two management disciplines.