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

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  • 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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  • 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
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  • 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
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  • 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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  • 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
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  • 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
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  • 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
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  • 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
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  • 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
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  • Article

Mentoring: Application for the Practice of Radiology

By: L. L. Barr, K. Shaffer, K. L. McGinn and B. J. Hillman
Keywords: Health; Training
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  • 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
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  • August 1992
  • Article

The Process of Assisted Negotiations: A Network Analysis

By: Kathleen L. McGinn, S. B. White and D. Iacobucci
Keywords: Negotiation
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  • 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
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  • 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
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