Posted: 16 Mar 2012
Date Written: September 15, 2010
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.
Suggested Citation: Suggested Citation
Hall, Brian J. and Bennett, Nicole and Nido, Sara del, Recruiting Andrew Yard (C) (September 15, 2010). Harvard Business School NOM Unit case no. 911-030. Available at SSRN: https://ssrn.com/abstract=2022189