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(231)
- News (49)
- Research (163)
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- Faculty Publications (118)
Show Results For
- All HBS Web
(231)
- News (49)
- Research (163)
- Multimedia (2)
- Faculty Publications (118)
- 2008
- Working Paper
Beyond Gender and Negotiation to Gendered Negotiations
By: Deborah M. Kolb and Kathleen L. McGinn
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differences in thought, motivation, style, appetite for risk, and propensity... View Details
Kolb, Deborah M., and Kathleen L. McGinn. "Beyond Gender and Negotiation to Gendered Negotiations." Harvard Business School Working Paper, No. 09-064, October 2008.
- March 2023
- Supplement
Río Curicó Teaching Note: Video Short I
By: Kathleen L. McGinn and Julian Zlatev
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
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
- 2008
- Working Paper
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen L. McGinn
We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with domestic partners. In order to illuminate the interplay between these two levels, we review... View Details
Bowles, Hannah Riley, and Kathleen L. McGinn. "Gender in Job Negotiations: A Two-Level Game." Harvard Business School Working Paper, No. 08-095, May 2008.
- April 2004 (Revised July 2008)
- Case
Showdown on the Waterfront: The West Coast Port Dispute (A)
By: Kathleen L. McGinn and Dina R. Pradel
New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details
Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States
McGinn, Kathleen L., and Dina R. Pradel. "Showdown on the Waterfront: The West Coast Port Dispute (A)." Harvard Business School Case 904-045, April 2004. (Revised July 2008.)
- June 2003 (Revised September 2004)
- Exercise
The Pacific Sentinel: Role for Chris Coleman
By: Kathleen L. McGinn and Dina R. Pradel
A new publishing company has just purchased the Pacific Sentinel, a fictional West Coast newspaper. The new publisher is willing to invest $1 million in the future success of the paper and has asked the executive editor and advertising manager to develop a joint plan... View Details
McGinn, Kathleen L., and Dina R. Pradel. "The Pacific Sentinel: Role for Chris Coleman." Harvard Business School Exercise 903-133, June 2003. (Revised September 2004.)
- January 2021 (Revised March 2021)
- Supplement
Juno (B): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021. (Revised March 2021.)
- 01 Jun 2002
- News
HBS Press Books in Brief
The Weather Channel: The Impossible Rise of a Media Phenomenon, by Frank Batten (MBA '52) with Jeffrey L. Cruikshank (51st PMD), is the story of a cable network that succeeded when all the experts predicted... View Details
- 01 Dec 2017
- News
Ink: Alumni Book Recommendations
Buckley Brinkman (MBA 1986) Thank You for Being Late by Thomas L. Friedman Friedman on discovering the value of pausing: “Because he was late, I explained, I had minted time for myself. I had ‘found’ a few... View Details
- 21 Feb 2013
- Research & Ideas
HBS Research Focuses on Gender Issues and Fixes
underrepresented in executive officer positions. Professor Robin Ely and colleagues propose a new way to think about developing women for leadership. Gender and Competition: What Companies Need to Know Do women shy away from competition and thus hurt their careers?... View Details