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    • Faculty Publications  (194)

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    • All HBS Web  (120,075)
      • Faculty Publications  (194)

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

      ← Page 5 of 194 Results →
      • Article

      When Does Gender Matter in Negotiation?

      By: K. L. McGinn, Dina W. Pradel and Hannah Riley Bowles
      Keywords: Negotiation; Gender
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      McGinn, K. L., Dina W. Pradel, and Hannah Riley Bowles. "When Does Gender Matter in Negotiation?" Negotiation 8, no. 11 (November 2005).
      • 2005
      • Working Paper

      Constraints and Triggers: Situational Mechanics of Gender in Negotiation

      By: Hannah Riley Bowles, Linda Babcock and Kathleen L. McGinn
      Citation
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      Bowles, Hannah Riley, Linda Babcock, and Kathleen L. McGinn. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation." Harvard Business School Working Paper, No. 05-075, May 2005.
      • 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
      Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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      McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Cam Archer." Harvard Business School Exercise 905-004, January 2005. (Revised September 2018.)
      • 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
      Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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      McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Regan Kessel." Harvard Business School Exercise 905-003, January 2005. (Revised September 2018.)
      • 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
      Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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      McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Sydney Masser." Harvard Business School Exercise 905-005, January 2005. (Revised September 2018.)
      • January 2005
      • Article

      Perceived, Relative Power and Its Influence on Negotiations

      By: Rebecca Wolfe and Kathleen L. McGinn
      Keywords: Negotiation; Perception; Power and Influence
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      Wolfe, Rebecca, and Kathleen L. McGinn. "Perceived, Relative Power and Its Influence on Negotiations." Group Decision and Negotiation 14, no. 1 (January 2005): 3–20.
      • 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
      Citation
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      Croson, Rachel, Armando Gomes, Kathleen L. McGinn, and Markus Nöth. "Mergers and Acquisitions: An Experimental Analysis of Synergies Externalities and Dynamics." Harvard Business School Working Paper, No. 05-034, December 2004.
      • 2004
      • Working Paper

      Perceived Relative Power and Its Influence on Negotiations

      By: Rebecca J. Wolfe and Kathleen L. McGinn
      Citation
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      Wolfe, Rebecca J., and Kathleen L. McGinn. "Perceived Relative Power and Its Influence on Negotiations." Harvard Business School Working Paper, No. 05-033, December 2004.
      • November 2004
      • Article

      For Better or Worse: How Relationships Affect Negotiations

      By: Kathleen L. McGinn
      Keywords: Relationships; Negotiation
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      McGinn, Kathleen L. "For Better or Worse: How Relationships Affect Negotiations." Negotiation 7, no. 11 (November 2004): 1–3.
      • 2004
      • Chapter

      Claiming Authority: Negotiating Challenges for Women Leaders

      By: Hannah R. Bowles and Kathleen L. McGinn
      Keywords: Leadership; Negotiation Participants; Problems and Challenges; Gender; Power and Influence
      Citation
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      Bowles, Hannah R., and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Chap. 9 in The Psychology of Leadership: New Perspectives and Approaches, edited by D. Messick and R. Kramer, 191–208. Mahwah, NJ: Lawrence Erlbaum Associates, 2004.
      • 2004
      • Chapter

      What Do Communication Media Mean for Negotiations? A Question of Social Awareness

      By: Kathleen L. McGinn and Rachel Croson
      Keywords: Negotiation; Media; Perception; Social Issues; Media and Broadcasting Industry
      Citation
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      McGinn, Kathleen L., and Rachel Croson. "What Do Communication Media Mean for Negotiations? A Question of Social Awareness." In The Handbook of Negotiation and Culture, edited by Michele J. Gelfand and Jeanne M. Brett, 334–349. Palo Alto, CA: Stanford University Press, 2004.
      • 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
      Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States
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      McGinn, Kathleen L., and Dina R. Pradel. "Showdown on the Waterfront: The West Coast Port Dispute (A)." Harvard Business School Case 904-045, April 2004. (Revised July 2008.)
      • 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
      Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States
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      McGinn, Kathleen L., and Dina R. Pradel. "Showdown on the Waterfront: The West Coast Port Dispute (B)." Harvard Business School Case 904-067, April 2004. (Revised July 2008.)
      • 2004
      • Working Paper

      Claiming Authority: Negotiating Challenges for Women Leaders

      By: Hannah Riley and Kathleen L. McGinn
      Citation
      Related
      Riley, Hannah, and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Harvard Business School Working Paper, No. 04-052, April 2004.
      • 2004
      • Working Paper

      Transitions Through Out-of-Keeping Acts

      By: Kathleen McGinn, Elizabeth Long Lingo and Karin Ciano
      Citation
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      McGinn, Kathleen, Elizabeth Long Lingo, and Karin Ciano. "Transitions Through Out-of-Keeping Acts." Harvard Business School Working Paper, No. 04-051, April 2004.
      • April 2004
      • Article

      Transitions through Out-of-Keeping Acts

      By: Kathleen L. McGinn, Elizabeth Long Lingo and Karin Ciano
      Keywords: Transition
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      McGinn, Kathleen L., Elizabeth Long Lingo, and Karin Ciano. "Transitions through Out-of-Keeping Acts." Negotiation Journal 20, no. 2 (April 2004): 171–184.
      • March 2004
      • Article

      How to Negotiate Successfully Online

      By: Kathleen L. McGinn and Eric Wilson
      Keywords: Negotiation; Success; Online Technology
      Citation
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      McGinn, Kathleen L., and Eric Wilson. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004): 7–9.
      • 2004
      • Article

      Mergers and Acquisitions: An Experimental Analysis of Synergies, Externalities and Dynamics

      By: R. Croson, A. Gomes, K. L. McGinn and M. Nöth
      Keywords: Mergers and Acquisitions; Theory
      Citation
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      Croson, R., A. Gomes, K. L. McGinn, and M. Nöth. "Mergers and Acquisitions: An Experimental Analysis of Synergies, Externalities and Dynamics." Review of Finance 8, no. 4 (2004): 481–514.
      • November 2003
      • Article

      Planning to Play It By Ear

      By: Kathleen L. McGinn
      Keywords: Planning
      Citation
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      McGinn, Kathleen L. "Planning to Play It By Ear." Negotiation 1, no. 1 (November 2003): 4–6.
      • 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
      Keywords: BATNA; Decision Trees; Negotiation; Compensation and Benefits; Personal Development and Career; Retail Industry
      Citation
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      McGinn, Kathleen, and Dina Witter. "RetailMax: Role for Cam Archer." Harvard Business School Exercise 904-024, September 2003. (Revised October 2020.)
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