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Double Career Negotiation (A): Confidential Instructions for the MBA Student

By Serena Wee,  Horacio Falcao,  Heather Grover,  Chi-Ying Cheng,  Ming-Hong Tsai
Published 24 Jun 2016
Reference 6219
Topic Leadership & Organisations
Region Global
Length 5 page(s)
Language English
Inspection copy
Teaching note
6.00
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Summary

A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away for one year and having promised to return to India, the MBA student receives an excellent offer to work abroad. Where will they settle and what will the couple do as regards their future plans and dreams?

Teaching objectives

• Different styles of decision-making • Impact of emotions on decision-making and negotiation • Process management for difficult conversations • Negotiating packages and creating value • Separating substance from relationship • How to handle personal negotiations • The “Three Conversations” in difficult conversations

Keywords
  • Double Career Negotiation
  • Job negotiation
  • Negotiating relationship and emotions
  • X-cultural/gender negotiation
  • Negotiation difficult conversations
  • Personal vs professional negotiations
  • Options, value creation and packages
  • Managing conflict
  • Q41516
Related case to use with this case

Double Career Negotiation (B): Confidential Instructions for the Medical Doctor

By  Serena Wee,  Horacio Falcao,  Heather Grover,  Chi-Ying Cheng,  Ming-Hong Tsai

    Add to cart
    About the authors

    Serena Wee

    Falcao

    Horacio Falcao

    Professor of Management Practice of Decision Sciences

    Heather Grover

    Chi-Ying Cheng

    Ming-Hong Tsai


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