Think Like a Hotelier in Your Negotiations

A former hotel sales exec shares insights from the other side of the table

In the 1980 comedy film Caddyshack, Carl Spackler, the greenskeeper at Bushwood Country Club, is trying to exterminate gophers invading the golf course.

The scene opens with Carl fashioning a sculpture of the gopher’s friend, the squirrel, out of plastic explosive C4. Turning to the camera, Carl says, “My enemy is an animal. And in order to conquer him, I have to think like an animal and, whenever possible, to look like one. I gotta get inside this dude’s pelt and crawl around for a f

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