by Kathleen L. McGinn - Publications - Faculty & Research

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

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March 2001 (Revised January 2007)
Teaching Note

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

By: Kathleen L. McGinn and Linda-Eling Lee

Teaching Note for (9-899-138) and (9-899-176). View Details

Keywords: Manufacturing Industry; Canada

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March 2000 (Revised January 2002)
Case

Robert Moses

By: Kathleen L. McGinn and Alexis Lefort

Robert Moses was Park Commissioner in New York City for nearly 50 years. In this position, he had more influence on the face of urban New York than anyone before or after. View Details

Keywords: Power and Influence; New York (city, NY)

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March 2004
Article

How to Negotiate Successfully Online

By: Kathleen L. McGinn and Eric Wilson

Keywords: Negotiation; Success; Online Technology

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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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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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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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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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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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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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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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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