Publications
Publications
- September 2010 (Revised December 2022)
- HBS Case Collection
Recruiting Andrew Yard (A)
By: Brian J. Hall, Nicole S. Bennett and Sara del Nido
Abstract
This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly than originally planned. The case provides an opportunity to analyze negotiation strategy and the importance of emotional intelligence and effective interpersonal communication during a negotiation.
Keywords
Communication Strategy; Interpersonal Communication; Executive Compensation; Negotiation; Negotiation Style; Emotions
Citation
Hall, Brian J., Nicole S. Bennett, and Sara del Nido. "Recruiting Andrew Yard (A)." Harvard Business School Case 911-028, September 2010. (Revised December 2022.)