HADM 6111

Negotiations

Course Description

Course information provided by the 2025-2026 Catalog.

This course is designed to enhance your ability to negotiate effectively in a wide variety of settings. The course is relevant to the broad spectrum of negotiation problems that are faced by hospitality managers and professionals. Thus, the content applies for students interested in general management, department management, corporate management, marketing, finance, real estate, consulting, and mergers and acquisitions. Each week students will be expected to negotiate a case via zoom with one of their classmates, and class sessions will focus on debriefing negotiated deals and drawing lessons from them. Topics include: Haggling Terminology and Tactics, Integrative Bargaining & Problem-solving, Balancing Integrative Bargaining with Distributive Bargaining, Additional Modes of Integration, Planning & Documentation and Negotiation Ethics.

Enrollment Priority REF-FA25 Enrollment limited to: EMMH and M2 students.

Last 4 terms offered (None)

Outcomes REF-FA25

• Students will learn to develop their own personal negotiating style and skills.

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