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Recruiting Andrew Yard (C)

Posted: 16 Mar 2012  

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

Date Written: September 15, 2010

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.

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

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

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