Case | HBS Case Collection | June 2008 (Revised January 2010)

Name Your Price: Compensation Negotiation at Whole Health Management (A)

by Brian J. Hall, Deepak Malhotra and Nicole Bennett

Abstract

MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and employee incentives, negotiation strategy, and human resources management.

Keywords: Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value;

Citation:

Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (A)." Harvard Business School Case 908-064, June 2008. (Revised January 2010.)