★ Must-know
Hotel negotiation may involve:
Effective negotiators need:
Good planning should account for the situation and the opponent, and the course estimates that it determines 70–75% of the negotiation outcome.
Further detail
1. Which person could participate as a negotiator in a hotel-related negotiation?
2. Which combination best describes the skills required for effective negotiation?
3. A negotiator spends substantial time studying the situation and the other party before making an offer. What is the main reason for this preparation?
Who may be involved in hotel negotiation besides the main parties?
Third-party mediators, salespeople, procurement managers, project managers, department heads, students, and children.
What communication skill is especially important for effective negotiators?
Listening is especially important for effective negotiators.
What do debate principles require negotiators to do with information?
They must establish facts, introduce information, and question biased or skewed information.
What should good planning in negotiation account for?
It should account for the situation and the opponent.
What percentage of the negotiation outcome does good planning determine?
Good planning determines 70–75% of the negotiation outcome.
What outcome does distributive bargaining seek?
A win-lose outcome maximizing one's own gain.
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