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