A multi-issue 1-on-1 negotiation between an HR manager (May Hirewell) and a young MBA job candidate (Larry Dover). WABTY.com is one of the few internet companies still hiring despite the recent economic recession that has put a serious strain on the industry. Larry has been offered a job with WABTY.com and he is meeting with May to discuss the terms of a potential employment contract.
• Understanding value and the importance of value discovery
• Thinking through and preparing interests
• Maximizing the potential for value discovery
• Managing the information disclosure tension
• Moving from positions to interests
• Understanding the concept of value creation
• Learning how to negotiate for maximum value creation
• Anticipating and managing value-creation enemies
- Job negotiation
- Salary negotiation
- Internet hiring
- X-cultural differences
- Bargaining and Value claiming
- Interest and value discovery
- Options and value creation
- Alternative offers
- Q31516
