(Revised from original 2003 version)
RetailMax: Role for Regan Kessel
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that challenges students to think about evaluating and developing best alternatives to a negotiated agreement (BATNA). It illustrates tactics for claiming value and introduces the use of decision trees for calculating reservation prices and the establishment of bargaining zones.
Compensation and Benefits;
Management Practices and Processes;
McGinn, Kathleen L., and Dina R. Pradel. "RetailMax: Role for Regan Kessel." Harvard Business School Exercise 904-025, May 2006. (Revised from original September 2003 version.)