Hospitality Sales
Management

Negotiations Are Part of Life

NEGOTIATIONS

OCCUR FOR ONE
TWO PRIMARY REASONS:

Prepare for Negotiations

The Negotiation Process
is Similar to
The Buying/Selling Process

BATNA
Best Alternative To a
Negotiated Agreement

BATNA Examples

BATNA Dimensions

BATNA Importance

Basic Negotiation Strategies

Competitive Negotiations
or Bargaining

Collaborative Negotiations

Choosing A Negotiation Strategy

Negotiating Strategies
Another View:

What About The Other
Negotiating Strategies?

Accommodating
Negotiation Strategy

Avoidance
Negotiation Strategy

Compromising
Negotiation Strategy

The Negotiation Team

The Leader

The Good Guy

The Bad Guy

The Hard Liner

The Sweeper

Tips for Negotiators

Why Study
Sales/Negotiations