HADM 6110: Negotiations in the Hospitality Industry

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

Course fee: $53. Required registration fee for use of cases distributed online. Enrollment limited to: graduate students. Undergraduate students should enroll in HADM 4110. This course has a strict no dropping policy after the first week of class. Co-meets with HADM 4110. 


  • Tony Simons (tls11) - Spring 2024


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.