Exercise | January 2005 (Revised April 2006)

RetailSoft: Role for Cam Archer

by Kathleen L. McGinn, Hannah Riley Bowles and Dina R. Pradel

Abstract

Presents a three-way version of the RetailMax simulation requiring 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. However, RetailSoft introduces a third party, Sydney Masser, to illustrate the effects of negotiating for self vs. others. A rewritten version of an earlier exercise.

Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry;

Citation:

McGinn, Kathleen L., Hannah Riley Bowles, and Dina R. Pradel. "RetailSoft: Role for Cam Archer." Harvard Business School Exercise 905-004, January 2005. (Revised April 2006.)