Human Resource Case from Harvard Business Review

1. Citra Dewi Wulansari
Organizational Business Behavior
The Nice Guy
Universitas Gadjah Mada - Jakarta

2. Danner Associates
 The retirement of Larry as an CEO of Danner
Associates company
 Danner Associates is in the progress to lay
ground in biotech industry.
 Danner Associates point out Paul and George to
negotiate with Cuyagen
 Cuyagen
 Cuyagen wants a vendor with low price
 Paul makes up bidding proposal which met
Cuyagen price requirement

3. Dewald Media
 Competitor of Danner Associates
 Could provide with a very unreasonable
ridiculously low price.
 Could takeover the biotech project negotiation
 George has the same opinion with Larry the CEO
 Refuse to lower the price
 Willing to walk away from the negotiation and reject
the benefits from Cuyagen.

4. Paul Family’s Background
 Paul’s Parent
 Paul’s father always tried to found a way to get a ticket to the
Browns Steelers Baseball game every year for the whole
family.
 Close to his sisters, Gracie.
 Hang out with sisters after school on weekends.
 Paul’s parent always proud of their job and love their work.
 Balance between work and family
 Paul’s Parent formula Management 101 :
 Treat everyone with respect and consideration – employees,
clients, vendors – and you get loyalty and productivity
 Great influence to Paul’s personality

5. Paul and Family
 Dinner together with his wife, Sheila.
 Make a reservation at Giovanni’s Restaurant on
friday
 Buy rose for her
 Pick up kids after school
 Accompany baseball game practice for Quinn, his son
 Foreseen Tommy’s talent (neighborhood kid) as a pitcher in
a game.
 Try to persuade Tommy’s father, to lead Tommy to be a
pitcher.
 Help wife in everyday life.

6. Paul & Vendor relationship
 Abbe Printing had to redo it works although, it’s
their own mistake.
 Want to split the cost with Danner Assco.
 Rather than insist about the unfairness cost, Paul
try to compromise with representative vendor,
Randy.

7. Paul & Coworkers
 Lisa as an Operation Manager is a Paul’s right arm
 work in Danner Association for 10 years.
 work used to be a big priority in her life.
 Lost her focus on work since her mom got sick
 Forgot to copy the latest spreadsheet for meeting
 Can’t come to meet the deadline work because of
doctor’s appointment
o George wants to replace Lisa and lay off her.
o Paul wants to reducing her workload or take a leave
on absence to let her more focus on her mom.

8. Paul & George
 George
 Autocratic Style & Delegative Style
 George knows when had to give up on negotiation
 Take no-prisoners when bidding on business
 But not when it comes to people.
 Paul
 Consultative Style
 Paul himself is a person who try to balance with everything he
has.
 Family and work
 Also consideration with other workers.
 Paul is really anticipate that he will take the CEO role
after Larry.

9. Who’s the most suitable for CEO
?
 Paul has works in Danner Associates for 10 years
 George works in company only for 2 years.
 Larry hasn’t convinced that Paul to be the next
leader.
 Larry consider George to take the CEO role.
 Paul said :
“Do I have to be an absolute jerk like George? Do I
still belong here?”