Recruiting Andrew Yard (B)
Brian J. Hall
NOM Unit Head, Harvard Business School; National Bureau of Economic Research (NBER)
Harvard Business School
Sara Del Nido
September 15, 2010
Harvard Business School NOM Unit case no. 911-029
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.
To demonstrate the importance of emotional intelligence and effective interpersonal communication during a negotiation.
working papers series
Date posted: March 19, 2012
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