Contemporary Hospitality Marketing: A Service Management Approach - Case Study Example

Considering Jon was not totally on board with holding the meeting at Monte Sereno, giving in to a rate of $99, a complimentary cocktail fair, and a free conference service is too much for a simple hotel representative.

Question 2

            To negotiate each of Jon’s demands further and end with a win-win conclusion, Julia can comprehend Jon’s primary interests or concerns. In the beginning, Julia had simply prepared for questions about the $1,000 conferencing service and $110 hotel rooms, which she gets from regular customers on a virtually everyday basis. With Jon, Julia has to see the bigger picture by investigating with Jon’s staff or simply asking him directly about the benefits of a complimentary cocktail fair when the meeting will end in a week. If anything, the cocktail should come at the end of their stay at the hotel and not at the beginning. This is an example of how important knowing a client’s primary interests further negotiations progress (Lazer, 1999).