HADM 6111

Last Updated

  • Schedule of Classes - October 31, 2025 7:07PM EDT

HADM 6111
Negotiations

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 Enrollment limited to: EMMH and M2 students.

Last 4 Terms Offered 2025FA, 2024FA, 2023FA

Learning Outcomes

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

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Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits Graded

  • 17789 HADM 6111   LEC 001

    • M
    • Mar 16 - May 3, 2026

    • Simons, T

  • Instruction Mode: Distance Learning-Synchronous

    Enrollment limited to: Executive Master of Management in Hospitality (EMMH) students.

    Department Consent Required (Add)