More from these Authors

• Supplement | HBS Case Collection | October 2018

  Heidi Roizen Video Supplement

  Kathleen McGinn

  Citation:

  McGinn, Kathleen. "Heidi Roizen Video Supplement." Harvard Business School Multimedia/Video Supplement 919-701, October 2018.  View Details

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• Teaching Note | HBS Case Collection | February 2008 (Revised September 2018)

  RetailMax / RetailSoft

  Kathleen McGinn and Dina Witter

  Teaching Note for [904024], [904025], [905003], [905004], [905005].

  Citation:

  McGinn, Kathleen, and Dina Witter. "RetailMax / RetailSoft." Harvard Business School Teaching Note 908-026, February 2008. (Revised September 2018.)  View Details

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• Exercise | September 2003 (Revised September 2018)

  RetailMax: Role for Cam Archer

  Kathleen McGinn and Dina Witter

  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.

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

  Citation:

  McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Cam Archer." Harvard Business School Exercise 904-024, September 2003. (Revised September 2018.)  View Details

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