Course Detail

Fall, spring. 3 credits. Letter grades only.

Prerequisite: HADM 1150 or equivalent. Co-meets with HADM 6110. Course fee: $57; required registration fee for use of cases distributed online. Enrollment limited to: undergraduates. Elective. Grad students must enroll in HADM 6110.

Faculty teaching this course:

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.