HOSP 434 - Hospitality Sales and Negotiations

Credits: 3

Description
In this course, students will learn effective negotiation skills needed to formulate the framework for doing business in a hospitality/tourism management context. Emphasis will be placed on negotiation case studies, exercises, and role-plays.

“Learning Outcomes”

Complete a questioning process like SPIN (Situation Problem Implication Need) or ADAPT (Assessment Discovery Activation Projection Transition) to identify buying issues.
Explain the purpose of the Request for Proposal (RFP) and the various issues involved in responding to one.
Identify various negotiation tactics as well as negotiation pressure tactics and know how to respond to them.