Exercise 30 Campbell-Lessing Farms NEGOTIATION Te LEWICKI ' BARRY ISAUNDERS Condential Role Information for Charlene Campbell You are Charlene Campbell, and you are married to Andy. You have been working to put Andy through graduate school at Texas ASLM for the past two years and you are not keen to waste that time and experience in Perryton, Texas on the family farm. As it stands Andy has two offers that the two of you are considering now. One is at Cargill in Minneapolis in the Seed Division. This is a very interesting opportunity for you. In addition to being a rewarding opportunity for Andy, the job is in Minneapolis, which is very desirable for you. While Minneapolis is far from friends and family, the cosmopolitan city offers much for you, a fashion merchandising major who has spent time working in the fashion industry in New York City and Milan, Italy. You excelled in your classes at Texas Tech and you have not used your degree in the past two years while Andy was in grad school. The education that you spent years and a lot of money pursuing could be put to the test! You are certainly motivated by solving problems and being tested on a daily basis and Minneapolis would provide a lot of possibility to use your education and skills. You don't have a job offer yet, but the human resources director at Neiman Marcus is very impressed by your experience. Since there is no formal offer, you can't anticipate any additional income yet. However, the Cargill job offers rapid advancement for Andy in the organization and Minneapolis is the headquarters. Andy has been offered a starting salary of $59,000, with a good benets package and a generous relocation package. This is a good starting salary and you are sure that he could move up in the organization very quickly. Andy's second offer is with DuPont in the Crop Protection Chemicals Division in Tulsa, Oklahoma. DuPont is offering a salary of $66,000, as well as a moving allowance and a good benets package. While the money is better initially, there is not as much room for advancement in Tulsa, and DuPont doesn't have the same fasttrack promotion possibility in the Crop Protection Chemicals division that would be available at the Cargill job. That said, Tulsa is a very desirable location for you. It is relatively close to Andy's family in Perryton about five hours in the car and your family. You like the Tulsa opportunity because it is very close to your parents who still live in Oklahoma City. You and your mom have talked about opening a highend boutique. This would be the perfect opportunity to pursue the boutique with your mom. In addition to being your own boss, you like the opportunity to greatly inuence the stock and drive the fashion industry in Tulsa. In addition, you and Andy are discussing starting a family, and you would certainly like to be near your family for support. In fact, this is a big consideration for you. You are ready to start a family, but you also desire a career. Tulsa is the only opportunity for Andy that would allow you to both maximize your career and also have the support of your mother and family when it comes time for you and Andy to start having kids. In addition to these opportunities, Andy has the opportunity to return to the family farm. The Campbell-Lessing farm has been in operation for two generations on the Campbell side ofthe family and three on the Lessing side. Andy's grandfather started ranching near Perryton, Texas, north of Amarillo, in the Texas panhandle, when he was a young man. The ranch has since grown and become a viable business. In the past ten years your fatherinlaw, James Campbell, has more than doubled the operation. Your fatherinlaw and motherinlaw are the principle owners of the
