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  • January 2005 (Revised September 2018)
  • Exercise

RetailSoft: Role for Regan Kessel

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
  • Format:Print
  • | Language:English
  • | Pages:4
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Abstract

Presents a three-way version of the RetailMax simulation requiring 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. However, RetailSoft introduces a third party, Sydney Masser, to illustrate the effects of negotiating for self vs. others. A rewritten version of an earlier exercise.

Keywords

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

Citation

McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Regan Kessel." Harvard Business School Exercise 905-003, January 2005. (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
    • January 2005 (Revised September 2018)
    • Faculty Research

    RetailSoft: Role for Regan Kessel

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