Publications
Publications
- September 2003 (Revised October 2020)
RetailMax: Role for Cam Archer
By: Kathleen McGinn and Dina Witter
Abstract
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
BATNA; Decision Trees; Negotiation; Compensation and Benefits; Personal Development and Career; Retail Industry
Citation
McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Cam Archer." Harvard Business School Exercise 904-024, September 2003. (Revised October 2020.)