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

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January 2000 (Revised April 2010)
Case

Heidi Roizen

By: Kathleen L. McGinn and Nicole Tempest

Heidi Roizen, a venture capitalist at SOFTBANK Venture Capital and a former entrepreneur, maintains an extensive personal and professional network. She leverages this network to benefit both herself and others. The case considers the steps she's taken to build and... View Details

Keywords: Venture Capital; Personal Development and Career; Power and Influence; Social and Collaborative Networks

Article

Negotiation

By: M. H. Bazerman, J. R. Curhan, D. A. Moore and K. L. McGinn

Keywords: Negotiation

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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

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