Case | HBS Case Collection | September 2010 (Revised March 2012)

Recruiting Andrew Yard (A)

by Brian J. Hall, Nicole Shae Bennett and Sara del Nido

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.

Keywords: Communication Strategy; Interpersonal Communication; Executive Compensation; Negotiation; Negotiation Style; Emotions;

Citation:

Hall, Brian J., Nicole Shae Bennett, and Sara del Nido. "Recruiting Andrew Yard (A)." Harvard Business School Case 911-028, September 2010. (Revised March 2012.)