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  • June 2008 (Revised January 2010)
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Name Your Price: Compensation Negotiation at Whole Health Management (A)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
  • Format:Print
  • | Pages:10
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Abstract

MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and employee incentives, negotiation strategy, and human resources management.

Keywords

Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value

Citation

Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (A)." Harvard Business School Case 908-064, June 2008. (Revised January 2010.)
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About The Authors

Brian J. Hall

Negotiation, Organizations & Markets
→More Publications

Deepak Malhotra

Negotiation, Organizations & Markets
→More Publications

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More from the Authors
  • Rocket Science By: Joshua Schwartzstein and Deepak Malhotra
  • Negotiating Peace in Colombia By: Deepak Malhotra and Cody Smith
  • Innovation at Moog Inc. By: Brian J. Hall, Ashley V. Whillans, Davis Heniford, Dominika Randle and Caroline Witten
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