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
