Course Detail

Fall, spring. 3 credits. Letter grades only.

Co-meets with HADM 4110  Course fee: $57; required registration fee for use of cases distributed online. Enrollment limited to: graduate students. Elective. Undergraduate students should enroll in HADM 4110.

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.