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  • September 2003 (Revised September 2018)
  • Exercise

RetailMax: Role for Regan Kessel

By: Kathleen McGinn and Dina Witter
  • Format:Print
  • | Language:English
  • | Pages:4
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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

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

Citation

McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Regan Kessel." Harvard Business School Exercise 904-025, September 2003. (Revised September 2018.)
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About The Author

Kathleen L. McGinn

Negotiation, Organizations & Markets
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Related Work

    • February 2008 (Revised October 2020)
    • Faculty Research

    RetailMax / RetailSoft

    By: Kathleen McGinn and Dina Witter
    • September 2003 (Revised September 2018)
    • Faculty Research

    RetailMax: Role for Regan Kessel

    By: Kathleen McGinn and Dina Witter
Related Work
  • RetailMax / RetailSoft By: Kathleen McGinn and Dina Witter
  • RetailMax: Role for Regan Kessel By: Kathleen McGinn and Dina Witter
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