Publications
Publications
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- All HBS Web
(118,334)
- Faculty Publications (194)
- Article
When Does Gender Matter in Negotiation?
By: K. L. McGinn, Dina W. Pradel and Hannah Riley Bowles
- 2005
- Working Paper
Constraints and Triggers: Situational Mechanics of Gender in Negotiation
By: Hannah Riley Bowles, Linda Babcock and Kathleen L. McGinn
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Cam Archer
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Regan Kessel
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- January 2005 (Revised September 2018)
- Exercise
RetailSoft: Role for Sydney Masser
By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
- January 2005
- Article
Perceived, Relative Power and Its Influence on Negotiations
By: Rebecca Wolfe and Kathleen L. McGinn
- 2004
- Working Paper
Mergers and Acquisitions: An Experimental Analysis of Synergies Externalities and Dynamics
By: Rachel Croson, Armando Gomes, Kathleen L. McGinn and Markus Nöth
- 2004
- Working Paper
Perceived Relative Power and Its Influence on Negotiations
By: Rebecca J. Wolfe and Kathleen L. McGinn
- November 2004
- Article
For Better or Worse: How Relationships Affect Negotiations
- 2004
- Chapter
Claiming Authority: Negotiating Challenges for Women Leaders
By: Hannah R. Bowles and Kathleen L. McGinn
- 2004
- Chapter
What Do Communication Media Mean for Negotiations? A Question of Social Awareness
By: Kathleen L. McGinn and Rachel Croson
- April 2004 (Revised July 2008)
- Case
Showdown on the Waterfront: The West Coast Port Dispute (A)
By: Kathleen L. McGinn and Dina R. Pradel
New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details
- April 2004 (Revised July 2008)
- Case
Showdown on the Waterfront: The West Coast Port Dispute (B)
By: Kathleen L. McGinn and Dina R. Pradel
New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details
- 2004
- Working Paper
Claiming Authority: Negotiating Challenges for Women Leaders
By: Hannah Riley and Kathleen L. McGinn
- 2004
- Working Paper
Transitions Through Out-of-Keeping Acts
By: Kathleen McGinn, Elizabeth Long Lingo and Karin Ciano
- April 2004
- Article
Transitions through Out-of-Keeping Acts
By: Kathleen L. McGinn, Elizabeth Long Lingo and Karin Ciano
Keywords: Transition
- 2004
- Article
Mergers and Acquisitions: An Experimental Analysis of Synergies, Externalities and Dynamics
By: R. Croson, A. Gomes, K. L. McGinn and M. Nöth
- September 2003 (Revised October 2020)
- Exercise
RetailMax: Role for Cam Archer
By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details