Publications

Teaching Note for (9-801-282). View Details

Keywords: Food and Beverage Industry

November 2004
Article

For Better or Worse: How Relationships Affect Negotiations

Keywords: Relationships; Negotiation

2018
Working Paper

Class Matters: The Role of Social Class and Organizational Sector in High-Achieving Women's Legitimacy Narratives

By: Judith A. Clair, Rachel D. Arnett, Katherine Chen, Beth K. Humberd and Kathleen L. McGinn

While prior research recognizes that women struggle to maintain legitimacy for their successes and that self-narratives play a key role in building such legitimacy, theory provides limited insight into how women build legitimacy through their self-narratives. Our... View Details

Keywords: Personal Development and Career; Gender; Success; Diversity; Perception; Situation or Environment

2006
Working Paper

Identity, Interpretation and Influence: Positive Community through Language among San Pedro Longshoremen

June 2019
Article

Learning From Mum: Cross-National Evidence Linking Maternal Employment and Adult Children’s Outcomes

By: Kathleen L. McGinn, Mayra Ruiz Castro and Elizabeth Long Lingo

Analyses relying on two international surveys from over 100,000 men and women across 29 countries explore the relationship between maternal employment and adult daughters’ and sons’ employment and domestic outcomes. In the employment sphere, adult daughters, but not... View Details

Keywords: Female Labor Force Participation; Gender Attitudes; Household Labor; Maternal Employment; Social Class; Social Learning Theory; Social Mobility; Employment; Gender; Attitudes; Household; Labor; Learning; Outcome or Result

October 2012
Teaching Note

Carolina for Kibera (TN)

Keywords: Organizational Behavior; Power and Influence; Non-Governmental Organizations; Social Enterprise; Negotiation; Kenya; United States

April 2001
Teaching Note

Reverend Jeffrey Brown: Cops, Kids and Ministers TN

Teaching Note for (9-801-284). View Details

Keywords: Boston

2006
Chapter

Relationships and Negotiations in Context

Keywords: Relationships; Negotiation Participants

November 1995 (Revised October 1996)
Background Note

Expectations and Stereotypes: How Do They Affect the Deal?

Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. View Details

Keywords: Knowledge Acquisition; Management; Negotiation Deal; Performance Expectations; Prejudice and Bias

01 Dec 2002
News

Faculty Updates

The following faculty members have received promotions. Tarun Khanna (Strategy), Kathleen L. McGinn (Negotiation, Organizations & Markets), David A. Moss (Business, Government,... View Details

December 2010
Article

Life in the Fast Lane: Origins of Competitive Interaction in New vs. Established Markets

By: Eric L. Chen, Riitta Katila, Rory McDonald and Kathleen M. Eisenhardt

Prior work examines competitive moves in relatively stable markets. In contrast, we focus on less stable markets where competitive advantages are temporary and R&D moves are essential. Using evolutionary search theory and an experiential simulation with in-depth... View Details

Keywords: Balance and Stability; Competitive Advantage; Supply and Industry

Jan 17 2022
Interview

Coping with Hyper-Uncertainty

18 Jan 2016
Blog Post

Meet the HBS Race, Gender & Equity Initiative

The HBS Race, Gender & Equity Initiative was established at the beginning of the 2014-2015 academic year and publicly launched in May 2015. As part of their launch, the Initiative released new research from Professor Kathleen McGinn,... View Details

01 Jun 2015
News

Creating Change

anyone seeking to change an organization from within, says Professor Kathleen McGinn, who recently presented on the topic to the HBS Women’s Association of New England. She outlines four steps to creating change in the face of resistance:... View Details

Keywords: April White

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

Educators

2004
Working Paper

Claiming Authority: Negotiating Challenges for Women Leaders

By: Hannah Riley and Kathleen L. McGinn

2003
Working Paper

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

By: Kathleen L. McGinn and Rachel Croson

April 1996 (Revised February 1998)
Supplement

Adam Baxter Company/Local 190: Debrief and Endnotes

By: Kathleen L. McGinn and Victoria Medvec

Supplements the Adam Baxter series. View Details

Keywords: Negotiation

April 2010
Supplement

Howard Roizen

By: Kathleen L. McGinn and Nicole Tempest

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

Keywords: Networks; Prejudice and Bias; Venture Capital; Fairness; Entrepreneurship; Gender