Abstract

  


 



Recruiting Andrew Yard (A)


Brian J. Hall


NOM Unit Head, Harvard Business School; National Bureau of Economic Research (NBER)

Nicole Bennett


Harvard Business School

Sara Del Nido


Harvard University
March 2, 2012

Harvard Business School NOM Unit case no. 911-028

Abstract:     
This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly than originally planned. The case provides an opportunity to analyze negotiation strategy and the importance of emotional intelligence and effective interpersonal communication during a negotiation.

Learning Objective:
To demonstrate the importance of emotional intelligence and effective interpersonal communication during a negotiation.

working papers series


Date posted: March 16, 2012  

Suggested Citation

Hall, Brian J., Bennett, Nicole and Nido, Sara Del, Recruiting Andrew Yard (A) (March 2, 2012). Harvard Business School NOM Unit case no. 911-028. Available at SSRN: http://ssrn.com/abstract=2022149

Contact Information

Brian Hall (Contact Author)
NOM Unit Head, Harvard Business School ( email )
Soldiers Field
Boston, MA 02163
United States
617-495-5062 (Phone)
617-496-4191 (Fax)
HOME PAGE: http://www.people.hbs.edu/bhall/
National Bureau of Economic Research (NBER)
1050 Massachusetts Avenue
Cambridge, MA 02138
United States
Nicole Bennett
Harvard Business School ( email )
Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States
Sara Del Nido
Harvard University ( email )
1875 Cambridge Street
Cambridge, MA 02138
United States
Feedback to SSRN (Beta)


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