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Abstract: Evelyn is a seasoned nonprofit fundraising professional with roots in the corporate world, who thrives when faced with a strategic challenge. While she had been successfully leading change as a chief development officer (CDO) at a major Global NGO, Evelyn is approached by a search firm for a similar position at another global organization. Evelyn is intrigued by the opportunity and embarks in the recruitment process. As she contemplates and navigates the job negotiation process, Evelyn considers her strategic goals, identifies red flags, and thinks about how to best present herself and her vision. From Part A to E, the case highlights decisions points in Evelyn’s negotiation process, providing the opportunity to discuss the importance of strategic preparation for shaping leadership opportunities.
Learning Objective: This teaching case provides instructors an opportunity to explore the role of negotiation in career advancement, including seizing and shaping new leadership opportunities. The case is motivated by research on women’s career negotiations that expands the conversation beyond asking for higher pay to include integrative problem solving in relation to one’s work roles and strategic goals.