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Publications

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    • All HBS Web  (120,074)
      • Faculty Publications  (194)

      McGinn, Kathleen L.Remove McGinn, Kathleen L. →

      ← Page 10 of 194 Results
      • April 1996 (Revised March 1998)
      • Supplement

      Starlite: Confidential Instructions for S. Mason, VP of HR Health Sciences Division

      By: Kathleen L. McGinn and Julia Morgan
      Supplements Starlite Corp.: General Information. View Details
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      McGinn, Kathleen L., and Julia Morgan. "Starlite: Confidential Instructions for S. Mason, VP of HR Health Sciences Division." Harvard Business School Supplement 396-356, April 1996. (Revised March 1998.)
      • 1996
      • Working Paper

      'A Matter of Trust': Effects of Communication on the Efficiency and Distribution of Outcomes

      By: Kathleen L. McGinn, Joseph Moag and Max Bazerman
      Citation
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      McGinn, Kathleen L., Joseph Moag, and Max Bazerman. "'A Matter of Trust': Effects of Communication on the Efficiency and Distribution of Outcomes." Harvard Business School Working Paper, No. 96-059, April 1996.
      • 1995
      • Working Paper

      Away with the Curse: Effects of Communication on the Efficiency and Distribution of Outcomes

      By: Kathleen L. McGinn, Joseph Moag and Max Bazerman
      Citation
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      McGinn, Kathleen L., Joseph Moag, and Max Bazerman. "Away with the Curse: Effects of Communication on the Efficiency and Distribution of Outcomes." Harvard Business School Working Paper, No. 96-029, December 1995.
      • November 1995 (Revised February 2017)
      • Case

      Luna Pen (A)

      By: Kathleen McGinn and Michael Wheeler
      Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details
      Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan
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      McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business School Case 396-156, November 1995. (Revised February 2017.)
      • November 1995 (Revised February 2017)
      • Supplement

      Luna Pen (B)

      By: Kathleen McGinn and Michael Wheeler
      Presents a series of multiple choice options to be distributed and discussed in class. View Details
      Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan
      Citation
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      McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business School Supplement 396-157, November 1995. (Revised February 2017.)
      • November 1995 (Revised October 1996)
      • Background Note

      Expectations and Stereotypes: How Do They Affect the Deal?

      By: Kathleen L. McGinn
      Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. View Details
      Keywords: Knowledge Acquisition; Management; Negotiation Deal; Performance Expectations; Prejudice and Bias
      Citation
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      McGinn, Kathleen L. "Expectations and Stereotypes: How Do They Affect the Deal?" Harvard Business School Background Note 396-167, November 1995. (Revised October 1996.)
      • 1995
      • Chapter

      Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

      By: K. L. McGinn, M. A. Neale and F. A. Mannix
      Keywords: Relationships; Negotiation Participants; Negotiation Process; Negotiation Types; Outcome or Result
      Citation
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      McGinn, K. L., M. A. Neale, and F. A. Mannix. "Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.
      • Article

      The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation

      By: L. Thompson, K. L. McGinn and R. M. Kramer
      Keywords: Success; Perception; Negotiation
      Citation
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      Thompson, L., K. L. McGinn, and R. M. Kramer. "The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation." Journal of Experimental Social Psychology 31, no. 6 (November 1995): 467–492.
      • March 1994
      • Article

      Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations

      By: S. B. White, K. L. McGinn, M. H. Bazerman and M. A. Neale
      Keywords: Price; Behavior; Negotiation; Markets
      Citation
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      White, S. B., K. L. McGinn, M. H. Bazerman, and M. A. Neale. "Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations." Organizational Behavior and Human Decision Processes 57, no. 3 (March 1994): 430–447.
      • Article

      Mentoring: Application for the Practice of Radiology

      By: L. L. Barr, K. Shaffer, K. L. McGinn and B. J. Hillman
      Keywords: Health; Training
      Citation
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      Barr, L. L., K. Shaffer, K. L. McGinn, and B. J. Hillman. "Mentoring: Application for the Practice of Radiology." Investigative Radiology 28, no. 1 (January 1993): 71–75.
      • October 1992
      • Article

      The Effect of Agents and Mediators on Negotiation Outcomes

      By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim
      Keywords: Negotiation; Outcome or Result
      Citation
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      Bazerman, M. H., M. A. Neale, K. L. McGinn, E. J. Zajac, and Y. M. Kim. "The Effect of Agents and Mediators on Negotiation Outcomes." Organizational Behavior and Human Decision Processes 53, no. 1 (October 1992): 55–73. (Reprinted in T. Connolly, H.R. Arkes and K.R. Hammond (Eds.), Judgement and Decision Making: An Interdisciplinary Reader, Cambridge University Press, 2nd edition, 1996, 3rd edition, 2000.)
      • August 1992
      • Article

      The Process of Assisted Negotiations: A Network Analysis

      By: Kathleen L. McGinn, S. B. White and D. Iacobucci
      Keywords: Negotiation
      Citation
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      McGinn, Kathleen L., S. B. White, and D. Iacobucci. "The Process of Assisted Negotiations: A Network Analysis." Group Decision and Negotiation 1, no. 2 (August 1992): 117–135.
      • March 1992
      • Article

      Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes

      By: K. L. McGinn, S. B. White, M. A. Neale and M. H. Bazerman
      Keywords: Information; Negotiation; Outcome or Result
      Citation
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      McGinn, K. L., S. B. White, M. A. Neale, and M. H. Bazerman. "Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 220–236.
      • 2024
      • Other Article

      Social Reproduction: Households, Public Policies, and Alternative Organizing: Introduction

      By: Mayra Ruiz-Castro, Marc Grau-Grau, Ioana Lupu, Maria Daskalaki and Kathleen L. McGinn
      Citation
      Related
      Ruiz-Castro, Mayra, Marc Grau-Grau, Ioana Lupu, Maria Daskalaki, and Kathleen L. McGinn. "Social Reproduction: Households, Public Policies, and Alternative Organizing: Introduction." Gender, Work & Organization Special Issue (in press).
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