The Art of Negotiation: A Hospitality Industry Case Study

Abstract

Negotiation is an art and skill that hospitality professionals need to master. Hospitality companies, managers, and employees frequently need to handle conflicts and negotiate effectively with various parties including customers, clients, suppliers, and employees. Using an example of a two-party negotiation between an Association and Hotel, this case study provides an opportunity for hospitality students and professionals to practice negotiation skills. This case study encourages critical thinking about handling conflicts and disagreements with other parties. The goal of this case study is that the audience learn various negotiating techniques and also decide which technique to use under what situation.