HADM 6111

Last Updated

  • Schedule of Classes - March 20, 2026 3:39PM EDT

HADM 6111
Negotiations

Course information provided by the 2026-2027 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 2026SP, 2025FA, 2024FA, 2023FA

Learning Outcomes

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

View Enrollment Information

Syllabi: none

  •   Regular Academic Session. 

  • 1.5 Credits Graded

  •  4205 HADM 6111   LEC 001

    • M
    • Aug 24 - Dec 7, 2026

    • Simons, T

    • M
    • Aug 24 - Dec 7, 2026

    • Simons, T

    • T
    • Aug 24 - Dec 7, 2026

    • Simons, T

    • T
    • Aug 24 - Dec 7, 2026

    • Simons, T

  • Instruction Mode: In Person

    Enrollment limited to: Cornell-Peking Master of Management in Hospitality (MMH)/Master of Business Administration (MBA) Dual-Degree Program (M²) students.

    Department Consent Required (Add)