Nipuns Dilemma

Presented By Group 3
Yasha Bhartia A05
Elmer Cohelo A08
Pooja Ganatra A12
Souvik Ghosh A14
Abhishek Gupta A18

Introduction
Situation : Retaining a valuable employee who is looking at better
prospect outside the Organization
Case facts:
Nipun

is Currently working with Webchutney (now Dentsu ) for

the past 3 years, his current designation is Account Manager
Handles

key clients like Bacardi & Coke and got three

promotions in a span of three years
Was

looking at opportunities for higher studies (within India and

abroad) for past sometime
Got
The

selected to a prestigious institute, so wants to resign

company recognises him as a valuable employee and

doesnt want to lose him

Positional to Principled
Negotiation

Nipuns Position : Wants to pursue his higher studies for better

carrier opportunities

Companys Position : Doesnt want to let go of one of its key

employees because that might affect their growth and
relationship with key clients

Current Situation : Both have started to look for a middle

ground where-in Nipun gets to pursue his higher studies but
not at the companys cost

Analyzing behavior
Listen, you are not going anywhere

I have good influential skills and will

convince you
We are planning to hire someone
under you
MBA is not much beneficial in the
creative domains like media
Foreign institutes provide better
education, wait for 1 year

Cost benefit analysis as

done by the parties
involved

As explained by the planning head:

Opportunity cost (foregoing salary, growth for 2 years)

Investment: 16 lacs over two years (fees and expenses)

ROI: will take 3 years after completion of course

Nipuns analysis:

Better opportunities (salary, position, role) after 2 years

Average package of 14 lacs/p.a. (institute average)

Free lancing work and past savings will help manage

expenses

ZOPA

For the Company : Nipun doesnt leave his job and is at least
partially connected to Dentsu

For Mr. Nipun : The company takes care of certain portion of

his tuition fees if he is associated to the company while
pursuing this course

Tripwire & BATNA

Trip wire

Company: Dentsu was

ready to finance maximum
25% of Nipuns tuition fees
if he does a part-time
weekend MBA only

Mr. Nipun: He wanted the

company to finance atleast
50% of his tuition fees if he
does a weekend MBA and is
attached with the company

BATNA

Company: Dentsu lets go off

Mr. Nipun, and hires a new
employee as his replacement
or transfers/promotes
another employee through an
internal job posting

Mr. Nipun: Resigns from

Dentsu in order to pursue his
full time MBA program

Conclusion
The principled negotiation didnt work out really well and,
Nipun

left his job and joined a prestigious institute to

pursue MBA
The

Company temporarily gave the key accounts to

Nipuns existing team and started looking for a suitable
replacement

Recommendations

The company could have increased the share of Nipuns

tuition fees because the cost they have to incur to hire a
new employee will also be pretty substantial

Nipun could have waited for an year and gained some

more valuable experience and pursue MBA from abroad

He could have gone for a Part-time MBA course as that

would have been more cost efficient

Thank You