The Programs

Title: Negotiations in the Service Industry

Ithaca, New York, U.S.A. (July 2 - 4, 2009) - Course Cost US$1,895 Apply online*

Brussels, Belgium (July 13 - 15, 2009) - Course Cost €1,745 Apply online*

Course Focus:

This course is designed to develop your skills in face-to-face negotiations, no matter what the setting. Participants use role-plays and discussions to increase understanding of negotiation dynamics, and to build practical negotiating skills tailored to their own personal styles. Note that exercises, while set in the hospitality industry, may not reflect the exact negotiation settings you face. Discussions will help you apply general negotiation skills to your particular setting.

Key Benefits:

The key challenge of most negotiations is how to secure the best deal, while maintaining excellent relationships. Negotiations present a tension between competitive and cooperative aspects of the deal, and this tension must be managed thoughtfully. Participants will develop and test their cooperative problem-solving, planning, and tactical-negotiation skills.

Topics Include:

• Adding value through negotiations 
• Managing trust
• Defusing tough tactics
• Planning for critical negotiations

Faculty

• Tan Joo Seng, Ph.D., Associate Professor, Division of Strategy, Management and Organisation: Singapore, (January 12 - 14, 2009)

• Tony Simons, Ph.D., Associate Professor: Ithaca, New York, U.S.A., (July 2 - 4, 2009)

• Tony Simons, Ph.D., Associate Professor: Brussels, Belgium, (July 13 - 15, 2009)

Level

*Strong English skills are essential.

View Course Schedules by Location

PDP Schedule for Singapore January 2009

PDP Schedule for Singapore July 2009

PDP Schedule for Brussels, Belgium*

PDP Schedule for Ithaca, New York*

*You will be re-directed to the School of Hotel Administration website of Cornell University