Kathleen L. McGinn - Publications - Faculty & Research - Harvard Business School

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January–February 2000
Article

The Electronic Negotiator: Negotiations over Email

By: Kathleen L. Valley

It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details

Keywords: Negotiation; Communication Strategy

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1999
Chapter

Agents in Negotiations: Toward Testable Propositions

By: T. Kurtzberg, D. Moore, K. L. McGinn and M. H. Bazerman

Keywords: Negotiation Participants; Agency Theory

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1999
Working Paper

Concession Aversion: A Story of Loss and Betrayal

By: Victoria Husted Medvec, Kathleen L. McGinn and Richard Thaler

June 1999 (Revised November 2006)
Case

Basil "Buzz" Hargrove and de Havilland, Inc. (A)

By: Kathleen L. McGinn and Angela Keros

Buzz Hargrove, national president of the Canadian Auto Workers, needs to find a way to secure an agreement from a negotiated contract with de Havilland, Inc. Local union leaders feel the deal is not good enough, but Hargrove is convinced management will close the plant... View Details

Keywords: Media; Power and Influence; Negotiation Deal; Leadership; Agreements and Arrangements; Business Exit or Shutdown; Labor Unions; Negotiation Types; Management Teams; Manufacturing Industry; Auto Industry; Canada

June 1999 (Revised March 2001)
Case

Basil "Buzz" Hargrove and de Havilland, Inc. (B)

By: Kathleen L. McGinn and Angela Keros

Supplements the (A) case. View Details

Keywords: Manufacturing Industry; Canada

1999
Working Paper

How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn

1999
Working Paper

Negotiation

By: Max Bazerman, Jared R. Curhan, Don A. Moore and Kathleen L. McGinn

January 1999
Case

Investment Management Corp.: David Johnson (A)

By: Kathleen L. McGinn and Angela Keros

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January 1999
Case

Investment Management Corp.: Jeffrey Smith (A)

By: Kathleen L. McGinn and Angela Keros

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January 1999
Case

Investment Management Corporation: David Johnson (B)

By: Kathleen L. McGinn and Angela Keros

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January 1999
Case

Investment Management Corporation: Jeffrey Smith (B)

By: Kathleen L. McGinn and Angela Keros

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1999
Chapter

Agency in the Context of Labor Management

By: K. L. Valley

Keywords: Employee Relationship Management; Labor and Management Relations

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1999
Chapter

The Effects of Agents and Mediators on Negotiation Behavior

By: M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac

Keywords: Negotiation Participants; Negotiation Process; Negotiation Style; Behavior

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1999
Working Paper

Using Dyadic Strategies to Outperform Equilibrium Models of Communication in Bargaining Games

By: Kathleen L. McGinn, Leigh Thompson, Robert Gibbons and Max Bazerman

1998
Chapter

Changing Formal and Informal Structure to Enhance Organizational Knowledge

By: T. Thompson and Kathleen L. Valley

Keywords: Organizational Change and Adaptation; Organizational Structure; Knowledge Acquisition

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1998
Chapter

Sticky Ties and Bad Attitudes: Relational and Individual Bases of Resistance to Changes in Organizational Structure

By: K. L. Valley and T. A. Thompson

Keywords: Organizational Change and Adaptation; Organizational Structure; Attitudes; Prejudice and Bias; Motivation and Incentives; Relationships

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June 1998 (Revised February 2017)
Supplement

Luna Pen (C)

By: Kathleen McGinn and Michael Wheeler

Supplements the (A) and (B) cases. View Details

Keywords: Taiwan; Germany

April 1998
Teaching Note

Adam Baxter Company/Local 190 TN

By: Kathleen L. McGinn, Katherine Lawrence and Priscilla Offenhauer

Teaching Note for (9-396-318), (9-396-319), (9-396-321), (9-396-322), (9-396-324), (9-396-325), and (9-396-326). View Details

Keywords: Negotiation; Decision Making

1998
Working Paper

Outperforming Equilibrium Models of Communication in Bargaining Games

By: Kathleen L. McGinn, Leigh Thompson, Robert Gibbons and Max Bazerman

February 1998
Teaching Note

Starlite Corporation TN

By: Kathleen L. McGinn, Julia Morgan and Katherine Lawrence

Teaching Note for (9-396-351)--(9-396-356). View Details

Keywords: Negotiation Participants; Negotiation; Learning; Cost; Employees

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