This case describes a compensation negotiation between a global HR director and a candidate for a high-level management function. The situation becomes complicated when the candidate feels offended because he is given a monetary incentive to join the company faster than originally planned. The case provides the opportunity to negotiation strategy and the importance of emotional intelligence and effective interpersonal communication to analyze during a negotiation.

This case describes a compensation negotiation between a global HR director and a candidate for a high-level management function. The situation becomes complicated when the candidate feels offended because he is given a monetary incentive to join the company faster than originally planned. The case provides the opportunity to negotiation strategy and the importance of emotional intelligence and effective interpersonal communication to analyze during a negotiation.
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from
Brian J. Hall,
Nicole Bennett,
Sara del Nido
Source: Harvard Business School
1 pages.
Publication Date: Sep 15, 2010. Prod #: 911030-PDF-ENG
Recruiting Andrew Yard (C) HBR case solution