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    • All HBS Web  (120,082)
      • Faculty Publications  (194)

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

      ← Page 8 of 194 Results →
      • 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
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      McGinn, Kathleen L., and Nicole Tempest. "Heidi Roizen." Harvard Business School Case 800-228, January 2000. (Revised April 2010.)
      • Article

      Negotiation

      By: M. H. Bazerman, J. R. Curhan, D. A. Moore and K. L. McGinn
      Keywords: Negotiation
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      Bazerman, M. H., J. R. Curhan, D. A. Moore, and K. L. McGinn. "Negotiation." Annual Review of Psychology 51 (2000): 279–314.
      • 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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      Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
      • 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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      Kurtzberg, T., D. Moore, K. L. McGinn, and M. H. Bazerman. "Agents in Negotiations: Toward Testable Propositions." In Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else, edited by Robert Mnookin, Lawrence Susskind, and Pacey C. Foster, 283–298. Thousand Oaks, CA: SAGE Publications, 1999.
      • 1999
      • Working Paper

      Concession Aversion: A Story of Loss and Betrayal

      By: Victoria Husted Medvec, Kathleen L. McGinn and Richard Thaler
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      Medvec, Victoria Husted, Kathleen L. McGinn, and Richard Thaler. "Concession Aversion: A Story of Loss and Betrayal." Harvard Business School Working Paper, No. 00-026, September 1999.
      • 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
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      McGinn, Kathleen L., and Angela Keros. Basil "Buzz" Hargrove and de Havilland, Inc. (A). Harvard Business School Case 899-138, June 1999. (Revised November 2006.)
      • 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
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      McGinn, Kathleen L., and Angela Keros. Basil "Buzz" Hargrove and de Havilland, Inc. (B). Harvard Business School Case 899-176, June 1999. (Revised March 2001.)
      • 1999
      • Working Paper

      How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

      By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn
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      Bolton, Gary E., Kalyan Chatterjee, and Kathleen L. McGinn. "How Communication Links Influence Coalition Bargaining: A Laboratory Investigation." Harvard Business School Working Paper, No. 97-083, April 1999.
      • 1999
      • Working Paper

      Negotiation

      By: Max Bazerman, Jared R. Curhan, Don A. Moore and Kathleen L. McGinn
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      Bazerman, Max, Jared R. Curhan, Don A. Moore, and Kathleen L. McGinn. "Negotiation." Harvard Business School Working Paper, No. 99-114, April 1999.
      • January 1999
      • Case

      Investment Management Corp.: David Johnson (A)

      By: Kathleen L. McGinn and Angela Keros
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      McGinn, Kathleen L., and Angela Keros. "Investment Management Corp.: David Johnson (A)." Harvard Business School Case 899-201, January 1999.
      • January 1999
      • Case

      Investment Management Corp.: Jeffrey Smith (A)

      By: Kathleen L. McGinn and Angela Keros
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      McGinn, Kathleen L., and Angela Keros. "Investment Management Corp.: Jeffrey Smith (A)." Harvard Business School Case 899-199, January 1999.
      • January 1999
      • Case

      Investment Management Corporation: David Johnson (B)

      By: Kathleen L. McGinn and Angela Keros
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      McGinn, Kathleen L., and Angela Keros. "Investment Management Corporation: David Johnson (B)." Harvard Business School Case 899-202, January 1999.
      • January 1999
      • Case

      Investment Management Corporation: Jeffrey Smith (B)

      By: Kathleen L. McGinn and Angela Keros
      Citation
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      McGinn, Kathleen L., and Angela Keros. "Investment Management Corporation: Jeffrey Smith (B)." Harvard Business School Case 899-200, January 1999.
      • 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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      Valley, K. L. "Agency in the Context of Labor Management." In Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else, edited by Robert Mnookin, Lawrence Susskind, and Pacey C. Foster, 196–202. Thousand Oaks, CA: SAGE Publications, 1999.
      • 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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      Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. "The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
      • 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
      Citation
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      McGinn, Kathleen L., Leigh Thompson, Robert Gibbons, and Max Bazerman. "Using Dyadic Strategies to Outperform Equilibrium Models of Communication in Bargaining Games." Harvard Business School Working Paper, No. 99-080, January 1999.
      • 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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      Thompson, T., and Kathleen L. Valley. "Changing Formal and Informal Structure to Enhance Organizational Knowledge." In Strategic Flexibility: Managing in a Turbulent Environment, edited by G. Hamel, C. K. Prahalad, H. Thomas, and D. O'Neal, 137–154. Chichester, England: John Wiley & Sons, 1998.
      • 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
      Citation
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      Valley, K. L., and T. A. Thompson. "Sticky Ties and Bad Attitudes: Relational and Individual Bases of Resistance to Changes in Organizational Structure." In Power and Influence in Organizations, edited by R. M. Kramer and M. A. Neale, 39–66. Thousand Oaks, CA: SAGE Publications, 1998.
      • 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
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      McGinn, Kathleen, and Michael Wheeler. "Luna Pen (C)." Harvard Business School Supplement 898-233, June 1998. (Revised February 2017.)
      • 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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      McGinn, Kathleen L., Katherine Lawrence, and Priscilla Offenhauer. "Adam Baxter Company/Local 190 TN." Harvard Business School Teaching Note 898-192, April 1998.
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