RetailMax: Role for Cam Archer

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Exercise

Reference no. 9-905-S05

Spanish language

Subject category: Case Method and Specialist Management Disciplines

Authors: Kathleen L Valley (Harvard Business School); Dina Witter (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 2003

Version: 3 September 2004

Length: 5 pages

Data source: Generalised experience

Topics: Career advancement; Employee development; Applications; Decision trees; Compensation; Negotiation

Share a link: https://casecent.re/p/96435

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Abstract

This is a Spanish version. This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a Vice President trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that challenges students to think about evaluating and developing best alternatives to a negotiated agreement (BATNA). It illustrates tactics for claiming value and introduces the use of decision trees for calculating reservation prices and the establishment of bargaining zones.

Industry:

Retail trade