You are a Hotel Sales Manager at a 5-star hotel, negotiating for the hotel. You have a
Question:
You are a Hotel Sales Manager at a 5-star hotel, negotiating for the hotel.
You have a meeting in two weeks to negotiate room nights and any special requirements for a group of 180 delegates attending a three-day event. You have not met before and this is a new relationship for you to establish and maintain. There is the potential for this to be an ongoing arrangement of commercially significant value.
You are required to meet and negotiate a suitable room rate, special requirements and contract clauses for a group of 180 delegates attending a three-day event at a major hotel.
You have received the following information from your Manager, which will form the basis of your negotiation.
Hotel: Major five-star hotel chain
Dates: June long weekend
Nights: 3 days / 2 nights
Guests: 180
Additional: Complimentary breakfast Suite upgrades Complimentary rooms Cut-off date for final bookings Other as required
Your manager has asked you to prepare and conduct the meeting by completing the following tasks:
- Study and prepare for the negotiation (role play) by reading and understanding the SITXMGT002_AE_Sk_1of3_SR1_Preparatory_Information provided by the Manager.
- Establish an initial relationship and use effective communication skills to build rapport and trust.
- Conduct the negotiation based on the four (4) stages of negotiation. Your aim is to come to a mutually beneficial agreement based on the preparatory information provided - SITXMGT002_AE_Sk_1of3_SR1_Preparatory_Information.
- Throughout the negotiation you should demonstrate:
- High-level communication skills
- Relationship building skills
- Anticipate and respond to a challenge that you will encounter in the negotiation.
- Close the meeting and confirm the next follow up action.