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    • News  (49)
    • Research  (163)
    • Multimedia  (2)
  • Faculty Publications  (118)

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  • All HBS Web  (234)
    • News  (49)
    • Research  (163)
    • Multimedia  (2)
  • Faculty Publications  (118)
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  • April 1996 (Revised March 1998)
  • Supplement

Starlite: Confidential Instructions for S. Mason, VP of HR Health Sciences Division

By: Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information. View Details
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McGinn, Kathleen L., and Julia Morgan. "Starlite: Confidential Instructions for S. Mason, VP of HR Health Sciences Division." Harvard Business School Supplement 396-356, April 1996. (Revised March 1998.)
  • April 1996 (Revised March 1998)
  • Supplement

Starlite: Confidential Instructions for M. Gonzalez, VP of HR Motion Pictures and TV Division

By: Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information. View Details
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McGinn, Kathleen L., and Julia Morgan. "Starlite: Confidential Instructions for M. Gonzalez, VP of HR Motion Pictures and TV Division." Harvard Business School Supplement 396-355, April 1996. (Revised March 1998.)
  • April 1996 (Revised March 1998)
  • Supplement

Starlite: Confidential Instructions for P. Foster, VP of HR Business Imaging Division

By: Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information. View Details
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McGinn, Kathleen L., and Julia Morgan. "Starlite: Confidential Instructions for P. Foster, VP of HR Business Imaging Division." Harvard Business School Supplement 396-353, April 1996. (Revised March 1998.)
  • April 1996 (Revised March 1998)
  • Supplement

Starlite: Confidential Instructions for J. Weiss, VP of HR Consumer Imaging Division

By: Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information. View Details
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McGinn, Kathleen L., and Julia Morgan. "Starlite: Confidential Instructions for J. Weiss, VP of HR Consumer Imaging Division." Harvard Business School Supplement 396-352, April 1996. (Revised March 1998.)
  • April 1996 (Revised March 1998)
  • Exercise

Starlite Corporation: General Information

By: Kathleen L. McGinn and Julia Morgan
A multiparty, intraorganizational negotiation exercise involving five vice presidents of human resources at $17.5 billion photography products company. In the midst of reengineering, the five VPs have been told to negotiate the possible alignment of resources in ways... View Details
Keywords: Negotiation Types
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McGinn, Kathleen L., and Julia Morgan. "Starlite Corporation: General Information." Harvard Business School Exercise 396-351, April 1996. (Revised March 1998.)
  • April 1996 (Revised May 2008)
  • Exercise

Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information

By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations
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McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information." Harvard Business School Exercise 396-322, April 1996. (Revised May 2008.)
  • 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
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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.
  • 07 Aug 2012
  • First Look

First Look: August 7

Communicating Frames in Negotiation Authors:Kathleen L. McGinn and Markus Noth Publication:." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E.... View Details
Keywords: Sean Silverthorne
  • March 2023
  • Supplement

Río Curicó Teaching Note: Video Short I

By: Kathleen L. McGinn and Julian Zlatev
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McGinn, Kathleen L., and Julian Zlatev. "Río Curicó Teaching Note: Video Short I." Harvard Business School Multimedia/Video Supplement 923-712, March 2023.
  • 2012
  • Chapter

Communicating Frames in Negotiations

By: Kathleen L. McGinn and Markus Noth
Keywords: Negotiation; Communication
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McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.
  • March 2001
  • Teaching Note

James Newton: Excerpts from "Uncommon Friends" TN

By: Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (1-801-275). View Details
Keywords: Negotiation; Organizations
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McGinn, Kathleen L., and Linda-Eling Lee. James Newton: Excerpts from "Uncommon Friends" TN. Harvard Business School Teaching Note 801-280, March 2001.
  • March 2001 (Revised March 2021)
  • Teaching Note

Heidi Roizen (TN)

By: Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (9-800-228). View Details
Keywords: Venture Capital; Entrepreneurship; Networks
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McGinn, Kathleen L., and Linda-Eling Lee. "Heidi Roizen (TN)." Harvard Business School Teaching Note 801-278, March 2001. (Revised March 2021.)
  • 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
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McGinn, Kathleen L., and Angela Keros. "Investment Management Corporation: Jeffrey Smith (B)." Harvard Business School Case 899-200, 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.
  • 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.)
  • April 1996 (Revised May 2008)
  • Exercise

Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information

By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations
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McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information." Harvard Business School Exercise 396-318, April 1996. (Revised May 2008.)
  • September 2002
  • Article

Improvisation and the Logic of Exchange in Embedded Negotiations

By: Kathleen L. McGinn and Angela Keros
Keywords: Negotiation
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McGinn, Kathleen L., and Angela Keros. "Improvisation and the Logic of Exchange in Embedded Negotiations." Administrative Science Quarterly 47, no. 3 (September 2002): 442–473.
  • 2000
  • Working Paper

It Takes Two: Improvisations in Negotiations

By: Kathleen L. McGinn and Angela Keros
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McGinn, Kathleen L., and Angela Keros. "It Takes Two: Improvisations in Negotiations." Harvard Business School Working Paper, No. 01-008, August 2000.
  • November 2010 (Revised August 2012)
  • Case

The Indego Africa Project

By: Kathleen L. McGinn and Rachel Gordon
Two young attorneys found and begin to build the Indego Africa Project, an NGO partnering with women's cooperatives in Rwanda. Indego connects the cooperatives to the international retail market for handmade artisan products, helps the cooperatives build their business... View Details
Keywords: Cooperative Ownership; Nonprofit Organizations; Business Growth and Maturation; Corporate Finance; Non-Governmental Organizations; Growth and Development Strategy; Rwanda
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McGinn, Kathleen L., and Rachel Gordon. "The Indego Africa Project." Harvard Business School Case 911-011, November 2010. (Revised August 2012.)
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