How do five executives negotiate which of three candidates to recommend for a high-profile position?
How do five executives negotiate which of three candidates to recommend for a high-profile position?
Decision-Making and Negotiations Cross-Disciplinary Area Series
The chief executive of fast-growing Grogan Airlines has a problem on his hands: the company's senior vice president of information technology has unexpectedly quit due to health issues. The company's growth is partially attributed to savvy IT strategies, which makes finding the appropriate candidate even more important. The CEO has asked his five other direct reports - including the senior VP of sales and the senior VP of finance - to select a replacement. The five executives must recommend one of three candidates, and the job can't be split or shared. In this role-playing exercise, students portray one of the five senior VPs while exploring negotiating skills to reach a consensus recommendation.