The Hospitality business is full of transactions where negotiation skills are much needed, be it for a lease or a management contract, purchasing an equipment or a subcontracted service, hiring a new employee, selling services such as banquets amongst others.

Everyone has their individual style of negotiating. Regardless of whether you are a buyer or a purchaser, a successful sales negotiation depends on both how you behave and your ability to master the mechanisms of negotiation. Whether it is a simple contract or a complex deal, you must understand your company’s strategy, and that of the other party, if you are to benefit from all your negotiations.

Understanding the negotiation context, preparing the negotiation and adjusting it to the negotiating style of both parties will provide a framework to make the most out of a negotiation.

Lecture with case study, team-based brainstorming and exercise and a team-based presentation

Knowledge

Clarify the mechanisms of negotiation

Competencies

• Integrate strategy into all the steps of business negotiation
• Find your own negotiating style
• Practice business negotiation as both a buyer and purchaser
  

Mindset

• Alignment with company strategy
• Understand both parties' interests to be leveraged
  

The Hospitality business is full of transactions where negotiation skills are much needed, be it for a lease or a management contract, purchasing an equipment or a subcontracted service, hiring a new employee, selling services such as banquets amongst others.

Everyone has their individual style of negotiating. Regardless of whether you are a buyer or a purchaser, a successful sales negotiation depends on both how you behave and your ability to master the mechanisms of negotiation. Whether it is a simple contract or a complex deal, you must understand your company’s strategy, and that of the other party, if you are to benefit from all your negotiations.

Understanding the negotiation context, preparing the negotiation and adjusting it to the negotiating style of both parties will provide a framework to make the most out of a negotiation.