Name Your Price: Compensation Negotiation at Whole Health Management (A)

Brian J. Hall; Deepak  Malhotra; Nicole  Bennett

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Case | HBS Case Collection | June 2008 (Revised January 2010)

Name Your Price: Compensation Negotiation at Whole Health Management (A)

by Brian J. Hall, Deepak Malhotra and Nicole Bennett

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;

Format: Print

10 pages

Educators Purchase

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.)

About the Authors

Brian J. Hall

Albert H. Gordon Professor of Business Administration

Negotiation, Organizations & Markets

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View Publications »

Deepak Malhotra

Eli Goldston Professor of Business Administration

Negotiation, Organizations & Markets

View Profile »
View Publications »

More from these Authors

Article | Harvard Business Review (website) | February 1, 2019

What Theresa May Might Learn From Woodrow Wilson’s Failed Negotiations in 1919

Deepak Malhotra

Citation:
Malhotra, Deepak. "What Theresa May Might Learn From Woodrow Wilson’s Failed Negotiations in 1919." Harvard Business Review (website) (February 1, 2019). View Details

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Editorial | New York Times | December 20, 2018

I'm an Expert on Negotiations, and I Have Some Advice for Theresa May

Deepak Malhotra

Keywords: negotiation;

Citation:
Malhotra, Deepak. "I'm an Expert on Negotiations, and I Have Some Advice for Theresa May." New York Times (December 20, 2018). View Details

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Case | HBS Case Collection | April 2018

Happy UAE

Joshua Schwartzstein, Brian J. Hall, Tiffany Y. Chang, Karim Sameh and Alpana Thapar

This case centers on the United Arab Emirates' (UAE) national goal of raising the happiness of its residents and visitors through ambitious government initiatives. They combined this bold national goal with an accountability structure (incentive plan) built on Key Performance Indicators (KPIs), as more typically done at a company level. A key case protagonist is Ohood Al Roumi: the UAE and the world's first dedicated Minister of State for Happiness and Well-being. She was assigned to this role by Sheikh Mohammed, the Prime Minister and Vice President of the UAE and Ruler of Dubai. Al Roumi attempted to drive national progress towards happiness in UAE society through several means: measuring happiness in the community and happiness with government services, aligning and coordinating government entities towards promoting happiness and positivity at work, and promoting happiness as a lifestyle more generally. The case details the UAE's progress through February 2018. The class discussion gives students a chance to reflect on the role of government in promoting happiness and well-being and how a government could go about encouraging happiness. The UAE in effect implemented a complex incentive scheme with the aim of coordinating attempts to increase happiness and well-being. The connection between the UAE's efforts and incentive schemes emerges in the course of the class discussion, which enables students to reflect on concrete managerial implications of the analysis.

Keywords: Happiness; Welfare or Wellbeing; Governance; Motivation and Incentives; United Arab Emirates;

Citation:
Schwartzstein, Joshua, Brian J. Hall, Tiffany Y. Chang, Karim Sameh, and Alpana Thapar. "Happy UAE." Harvard Business School Case 918-041, April 2018. View Details

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Name Your Price: Compensation Negotiation at Whole Health Management (A)

Abstract

Citation:

About the Authors

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