SHTS Conducts a Case study on ‘Negotiation Techniques in Selling Hotel Rooms in Hotel Perennial’

D Y Patil University School of Hospitality and Tourism Studies organised a case study session on ‘Negotiation Techniques in Selling Hotel Rooms’ in Hotel Perennial. The session was conducted for third year students on 27th March 2019.  All the students participated in the case study. The case study session was organised by Mr. Dnyaneshwar Chothave, Assistant Professor in English.


The Case study details were given to students 1 week prior for understanding and creating the discussion platform on presentation day.  The case study was about how The Hotel perennial sells its rooms to guests. All the strategies adopted by Hotels were discussed in class.

The students actively participated in the case study. They identified the main issue in selling rooms is the Limited Budgets and reluctant nature of guests but if negotiated effectively guest can be convinced. One of the student remarked that the case study was interesting and that he would like to attend more of such sessions.