Ivey Publishing

Product Details

Job Offer Negotiation Exercise (A): Maximum Motivation Candidate Instructions
Product Number:
Publication Date:
Revised Date:
04/29/2016 (Data)
3 pages (2 pages of text)
Product Type:
This is one exercise in a 4-part series entitled Job Offer Negotiation Exercises. This exercise gives participants the opportunity to act as the Maximum Motivation candidate in a job offer negotiation.

The purpose of this role-play case series is to give participants the opportunity to experience a job offer negotiation as both the job candidate and the employer. The exercise involves two distinct negotiation scenarios, allowing participants the opportunity to play both roles and to practice and apply concepts and skills learned in the first negotiation session. If desired, only one of the two scenarios can be negotiated if only one hour is available for the activity. One negotiation occurs for a job with a company called Maximum Motivation (A and B cases) and the other is for a job with a company called People Power (C and D cases). Participants work in pairs, with one playing the role of the job candidate and the other playing the role of the company representative. In both scenarios, the company considers the candidate to be the top applicant and would like to finalize the hire. Also in both scenarios, the job candidate has an acceptable alternative — another job offer from a rival company called PerformanceMax — and needs to accept or decline the PerformanceMax offer the next day. Thus, it is important that both sides reach an acceptable employment arrangement during this negotiation, or the candidate will not be hired. When both sides have negotiated an acceptable agreement, or when either partner decides to end the negotiation, the negotiation is over. After group discussion, participants find a different partner who last played the opposite role, switch roles, and complete the second negotiation scenario.
Learning Objective:
The exercise addresses a variety of topics and skills related to negotiation, influence, persuasion, communication, emotional intelligence, planning and conflict resolution. The activity is useful in staffing, human resource management, principles of management, organizational behaviour, and negotiation classes and workshops.
Organizational Behaviour/Leadership
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$3.15 CAD / $3.10 USD Printed Copy
$2.65 CAD / $2.62 USD Permissions
$2.65 CAD / $2.62 USD Digital Download
Associated Materials
Use With: 9B12C036B (3 pages) , 9B12C036C (3 pages) , 9B12C036D (3 pages)
Translations: Simplified Chinese (3 pages) , Simplified Chinese (3 pages) , Simplified Chinese (3 pages) , Simplified Chinese (3 pages)
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