This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak’s co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.

Additional Supplement to accompany product W37477.

Additional Supplement to accompany product W37477.