HADM 6111

Last Updated

  • Schedule of Classes - June 16, 2025 11:41AM EDT
  • Course Catalog - September 10, 2024 9:48AM EDT
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HADM 6111
Negotiations

Course information provided by the 2024-2025 Catalog. Courses of Study 2024-2025 is scheduled to publish mid-June.

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.


Permission Note Enrollment limited to: EMMH and M2 students. 

Last 4 Terms Offered (None)

Outcomes

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

When Offered Fall.

Satisfies Requirement Elective.

View Enrollment Information

Syllabi: none

  •   Seven Week - First. 

  • 1.5 Credits Graded

  • 13282 HADM 6111   LEC 001

  • Instruction Mode: In Person

    Enrollment limited to: Cornell-Peking MMH/MBA Dual-Degree Program (M²) students.

    Department Consent Required (Add)