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(233)
- News (48)
- Research (163)
- Multimedia (2)
- Faculty Publications (118)
Show Results For
- All HBS Web
(233)
- News (48)
- Research (163)
- Multimedia (2)
- Faculty Publications (118)
- 2012
- Chapter
Communicating Frames in Negotiations
By: Kathleen L. McGinn and Markus Noth
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
- 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
- January 1999
- Case
Investment Management Corporation: David Johnson (B)
By: Kathleen L. McGinn and Angela Keros
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
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
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
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
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
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
- 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
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.)
- 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
McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: Debrief and Endnotes." Harvard Business School Supplement 396-326, April 1996. (Revised February 1998.)
- 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
McGinn, Kathleen L., and Nicole Tempest. "Howard Roizen." Harvard Business School Supplement 910-007, April 2010.
- 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
- 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
McGinn, Kathleen L., and Alexis Lefort. "Robert Moses." Harvard Business School Case 800-271, March 2000. (Revised January 2002.)
- March 2004
- Article
How to Negotiate Successfully Online
By: Kathleen L. McGinn and Eric Wilson
McGinn, Kathleen L., and Eric Wilson. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004): 7–9.
- 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
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
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.)