Kathleen L. McGinn is the Cahners-Rabb Professor of Business Administration at Harvard Business School and Chair of Harvard Business School's Doctoral Programs. Professor McGinn studies the role of interpersonal relationships and gender at work and in negotiations using both laboratory and field methodologies. Her current field research investigates these issues in U.S. professional service firms, among self-employed women in India, and in relation to health and welfare outcomes for young women in Zambia.
With Deborah Kolb (Simmons College) and Lakshmi Ramarajan (HBS), Professor McGinn is investigating the process through which an organization incorporates changes in workforce composition and changing understandings of gender into its own evolving mission, structure, and practices over a twenty-year period. With Beth Humberd (Boston College), Rachel Arnett (HBS), and Judy Clair (Boston College), she is investigating professional and personal transitions in the careers of women leaders. Professor McGinn and Mukti Khaire (HBS) are investigating how women's work in India in the last three decades has affected and been affected by gender, community, and family. With Nava Ashraf (HBS) and Corinne Low (Columbia University), Professor McGinn is carrying out a field experiment testing the efficacy of information only versus information plus negotiation skills in affecting health and welfare outcomes among teenage girls in Zambia. She is also engaged in laboratory experiments exploring gender and negotiations with Pinar Fletcher (HBS) and Iris Bohnet (Harvard Kennedy School). Professor McGinn's research is published in academic journals such as Administrative Science Quarterly, Organization Science, Organizational Behavior and Human Decision Processes, and Games and Economic Behavior, as well as numerous book chapters and practitioner outlets.
Professor McGinn advises firms and not-for-profit organizations in the areas of negotiation, gender and talent, and employment relations. Before coming to Harvard, Professor McGinn taught at Cornell University's Johnson School and Northwestern University's Kellogg Graduate School of Management. She received her Ph.D. from the Kellogg Graduate School of Management at Northwestern University. Prior to her academic career, Professor McGinn was a director of labor relations in the public sector.
Publications
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Journal Article
| Organization Science
| Forthcoming
Looking Up and Looking Out: Career Mobility Effects of Demographic Similarity among Professionals
Kathleen L. McGinn and Katherine L. Milkman
We investigate the role of workgroup sex and race composition on the career mobility of professionals in "up-or-out" organizations. We develop a nuanced perspective on the potential career mobility effects of workgroup demography by integrating the social identification processes of cohesion, competition, and comparison. Using five years of personnel data from a large law firm, we examine the influence of demographic match with workgroup superiors and workgroup peers on attorneys' likelihood of turnover and promotion. Survival analyses reveal that higher proportions of same-sex and same-race superiors enhance junior professionals' career mobility. On the flip side, we observe mobility costs accruing to professionals in workgroups with higher proportions of same-sex and same-race peers. Qualitative data offer insights into the social identification processes underlying demographic similarity effects on turnover and promotion in professional service organizations.
Keywords: professional service firms;
gender;
race and ethnicity;
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Article
| Journal of Economic Psychology
|
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
Kathleen L. McGinn, Katherine L. Milkman and Markus Noth
We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of fairness or competition, moving parties on a path toward or away from equal-division agreements. These endogenous framing effects may outweigh any overall social utility effects due to the mere presence of communication. In two studies, we find that non-binding talk about fairness within a three-party, complete-information game leads toward off equilibrium, equal division payoffs, while non-binding talk focusing on competitive reasoning moves parties away from equal divisions. Our two studies allow us to demonstrate that manipulated pre-game talk and spontaneous within-game dialogue lead to the same results.
Keywords: Competition;
Negotiation Process;
Fairness;
Negotiation Types;
Interpersonal Communication;
Game Theory;
Cooperation;
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Article
| Organization Science
|
Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination
Corinne Bendersky and Kathleen L. McGinn
Phenomenological assumptions-assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs-affect the dissemination of knowledge from subfields to the broader field of study. Micro-process research in organizational studies rests on implicit phenomenological assumptions that vary in the extent to which micro-processes are viewed as parts of larger systems. We suggest that phenomenological assumptions linking micro-processes to organizational contexts highlight the relevance of micro-process research findings to broader organizational questions, and therefore increase the likelihood that the findings will disseminate to the larger field of organizational research. We test this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings reveal a continuum of open systems to closed systems phenomenological assumptions in negotiation research. Analysis of the citation rates of the articles in our data set by non-negotiation organizational research indicates that more open systems assumptions increase the likelihood that a negotiation article will be cited in organizational studies, after controlling for other, previously identified effects on citation rates. Our findings suggest that subfields can increase the impact they have on the broader intellectual discourse by situating their phenomena in rich contexts that illuminate the connections between their findings and questions of interest to the broader field.
Keywords: Framework;
Knowledge Dissemination;
Research;
Organizations;
Negotiation;
Information Publishing;
Citation: Bendersky, Corinne, and Kathleen L. McGinn. " Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination." Organization Science 21, no. 3 (May 2010): 781–797. (Also published in Academy of Management Best Paper Proceedings 2008, Organization and Management Theory Division, under title: Incompatible Assumptions: Barriers to Producing Multidisciplinary Knowledge.)
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Article
| Negotiation and Conflict Management Research
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Beyond Gender and Negotiation to Gendered Negotiations
Deborah M. Kolb and Kathleen L. McGinn
Keywords: Gender Characteristics;
Negotiation;
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Article
| Negotiation Journal
|
Gender in Job Negotiations: A Two-Level Game
Hannah Riley Bowles and Kathleen McGinn
We propose taking a two-level-game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research from two separate bodies of literature. Research in psychology and organizational behavior on candidate-employer negotiations sheds light on the effects of gender on Level One negotiations. Research from economics and sociology on intrahousehold bargaining elucidates how negotiations over the allocation of domestic labor at Level Two influence labor force participation at Level One. In conclusion, we integrate practical implications from these two bodies of literature to propose a set of prescriptive suggestions for candidates to approach job negotiations as a two-level game and to minimize the disadvantageous effects of gender on job negotiation outcomes.
Keywords: Perspective;
Jobs and Positions;
Negotiation;
Research;
Body of Literature;
Organizational Culture;
Gender Characteristics;
Labor;
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Article
| Journal of Personality and Social Psychology
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Constraints and Triggers: Situational Mechanics of Gender in Negotiation
Hannah Riley Bowles, Linda C. Babcock and Kathleen McGinn
Keywords: Gender Characteristics;
Negotiation;
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Article
| Negotiation
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When Does Gender Matter in Negotiation?
K. L. McGinn, Dina W. Pradel and Hannah Riley Bowles
Keywords: Gender Characteristics;
Negotiation;
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Article
| Group Decision and Negotiation
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Perceived, Relative Power and Its Influence on Negotiations
Rebecca Wolfe and Kathleen L. McGinn
Keywords: Negotiation;
Perception;
Power and Influence;
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Article
| Negotiation
|
For Better or Worse: How Relationships Affect Negotiations
Kathleen L. McGinn
Keywords: Relationships;
Negotiation;
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Article
| Negotiation Journal
|
Transitions through Out-of-Keeping Acts
Kathleen L. McGinn, Elizabeth Long Lingo and Karin Ciano
Keywords: Transition;
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Article
| Negotiation
|
How to Negotiate Successfully Online
Kathleen L. McGinn and Eric Wilson
Keywords: Negotiation;
Success;
Online Technology;
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Article
| Review of Finance
|
Mergers and Acquisitions: An Experimental Analysis of Synergies, Externalities and Dynamics
R. Croson, A. Gomes, K. L. McGinn and M. Nöth
Keywords: Mergers and Acquisitions;
Theory;
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Article
| Negotiation
|
Planning to Play It By Ear
Kathleen L. McGinn
Keywords: Planning;
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Article
| Management Science
|
How Communication Links Influence Coalition Bargaining: A Laboratory Investigation
Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn
Keywords: Communication;
Alliances;
Negotiation;
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Article
| Journal of Behavioral Decision Making
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Dyadic Processes of Disclosure and Reciprocity in Bargaining with Communication
Kathleen L. McGinn, Leigh Thompson and Max H. Bazerman
Keywords: Negotiation;
Communication;
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Article
| Administrative Science Quarterly
|
Improvisation and the Logic of Exchange in Embedded Negotiations
Kathleen L. McGinn and Angela Keros
Keywords: Negotiation;
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Article
| Games and Economic Behavior
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How Communication Improves Efficiency in Bargaining Games
Kathleen L. Valley, Leigh Thompson, Robert Gibbons and Max H. Bazerman
Keywords: Communication;
Negotiation;
Citation: Valley, Kathleen L., Leigh Thompson, Robert Gibbons, and Max H. Bazerman. " How Communication Improves Efficiency in Bargaining Games." Games and Economic Behavior 38, no. 1 (January 2002): 127–155. (Reprinted in M.H. Bazerman, ed., Negotiation, Decision Making and Conflict Management, Volume 3, Edward Elgar Publishing, 2005.)
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Article
| Annual Review of Psychology
|
Negotiation
M. H. Bazerman, J. R. Curhan, D. A. Moore and K. L. Valley
Keywords: Negotiation;
Citation: Bazerman, M. H., J. R. Curhan, D. A. Moore, and K. L. Valley. " Negotiation." Annual Review of Psychology 51, no. 1 (2000).
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Article
| Journal of Economic Behavior & Organization
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'A Matter of Trust': Effects of Communication on the Efficiency and Distribution of Outcomes
K. L. Valley, J. Moag and M. H. Bazerman
Keywords: Trust;
Communication;
Outcome or Result;
Distribution;
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Article
| Journal of Experimental Social Psychology
|
The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation
L. Thompson, K. L. Valley and R. M. Kramer
Keywords: Success;
Perception;
Negotiation;
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Article
| Organizational Behavior and Human Decision Processes
|
Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations
S. B. White, K. L. Valley, M. H. Bazerman and M. A. Neale
Keywords: Price;
Behavior;
Negotiation;
Markets;
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Article
| Investigative Radiology
|
Mentoring: Application for the Practice of Radiology
L. L. Barr, K. Shaffer, K. L. Valley and B. J. Hillman
Keywords: Health;
Training;
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Article
| Organizational Behavior and Human Decision Processes
|
The Effect of Agents and Mediators on Negotiation Outcomes
M. H. Bazerman, M. A. Neale, K. L. Valley, E. J. Zajac and Y. M. Kim
Keywords: Negotiation;
Outcome or Result;
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Article
| Group Decision and Negotiation
|
The Process of Assisted Negotiations: A Network Analysis
K. L. Valley, S. B. White and D. Iacobucci
Keywords: Negotiation;
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Article
| Organizational Behavior and Human Decision Processes
|
Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes
K. L. Valley, S. B. White, M. A. Neale and M. H. Bazerman
Keywords: Information;
Negotiation;
Outcome or Result;
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Chapter
| Handbook of Conflict Management
Negotiation Processes as Sources of (and Solutions to) Interorganizational Conflict
Elizabeth Long Lingo, Colin Fisher and Kathleen L. McGinn
We investigate how structural features of negotiations can affect interaction processes and how negotiations can be not only a solution to, but also a source of, inter-organizational conflict. Principals, agents, and teams face different sets of constraints and opportunities in negotiations. We develop grounded theory detailing how the micro-interactions comprising a negotiation are shaped by the representation structure (principals, agents, or teams) of the parties. In qualitative and quantitative analyses of negotiations carried out by principals, agents, and teams in a laboratory experiment, we find that negotiators' efforts to manage the constraints and opportunities of their representation structure are reflected in the micro-interactions, the broad improvisations, and the resulting substantive and relational outcomes.
Keywords: negotiation;
conflict;
conflict management;
organizational management;
Organizations;
Conflict Management;
Negotiation Process;
Theory;
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Chapter
| The Oxford Handbook of Economic Conflict Resolution
| 2012
Communicating Frames in Negotiations
Kathleen L. McGinn and Markus Noth
Keywords: communication;
negotiation;
Citation: 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.
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Chapter
| Advances in Group Processes
| 2011
Changing Identity, Changing Language
Kathleen L. McGinn and Jeffrey T. Polzer
Environmental jolts and shifting membership challenge a group's efficacy and survival. Group identity is critical for a shared interpretation of and response to these challenges, but external and internal changes may require corresponding changes in a group's core identity. In a qualitative study of longshoremen in San Pedro, California, we observe an evolution in group identity as we track communication spoken and printed in the hiring halls, on the docks, and during casual social interactions. The emphasis in the shared language gradually shifts from safety and solidarity to safety, collaboration, and economic power. The newly developed language supports and shapes the longshoremen's identity and provides an interpretive guide for how to react to and benefit from disruptive external events.
Keywords: Change;
Spoken Communication;
Performance Efficiency;
Problems and Challenges;
Safety;
Identity;
California;
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Chapter
| Academy of Management Annals
| 2008
Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations
Hannah Riley Bowles and Kathleen L. McGinn
Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational behavior, and propose ways in which this literature could speak more directly to gender inequality in organizations by incorporating insights from research on gender in intra-household and collective bargaining. Taken together, these literatures illuminate how negotiations at the individual, household, and collective levels may contribute to the construction and deconstruction of gender inequality in organizations.
Keywords: Gender Characteristics;
Body of Literature;
Negotiation Process;
Organizational Culture;
Research;
Behavior;
Equality and Inequality;
Citation: Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." Chap. 2 in Academy of Management Annals. Vol. 2, 99–132. Psychology Press, 2008.
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Chapter
| Exploring Positive Relationships at Work: Building a Theoretical and Research Foundation
| 2006
History, Structure, and Practices: San Pedro Longshoremen in the Face of Change
Kathleen L. McGinn
Keywords: History;
Working Conditions;
Distribution;
Logistics;
Change;
Distribution Industry;
Shipping Industry;
Los Angeles;
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Chapter
| Negotiation Theory and Research
| 2006
Relationships and Negotiations in Context
Kathleen L. McGinn
Keywords: Relationships;
Negotiation Participants;
Citation: McGinn, Kathleen L. " Relationships and Negotiations in Context." In Negotiation Theory and Research, edited by Leigh L. Thompson, 129–144. Frontiers of Social Psychology. NY: Psychology Press, 2006.
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Chapter
| The Psychology of Leadership: New Perspectives and Approaches
| 2004
Claiming Authority: Negotiating Challenges for Women Leaders
Hannah R. Bowles and Kathleen L. McGinn
Keywords: Negotiation Participants;
Leadership;
Power and Influence;
Gender Characteristics;
Problems and Challenges;
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Chapter
| The Handbook of Negotiation and Culture
| 2004
What Do Communication Media Mean for Negotiations? A Question of Social Awareness
Kathleen L. McGinn and Rachel Croson
Keywords: Negotiation;
Media;
Perception;
Social Issues;
Media and Broadcasting Industry;
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Chapter
| Negotiating on Behalf of Others
| 1999
Agents in Negotiation: Toward Testable Propositions
T. Kurtzberg, D. Moore, K. L. Valley and M. H. Bazerman
Keywords: Negotiation Participants;
Agency Theory;
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Chapter
| Judgment and Decision Making: An Interdisciplinary Reader
| 1996
The Effects of Agents and Mediators on Negotiation Behavior
M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
Keywords: Negotiation Participants;
Negotiation Process;
Negotiation Style;
Behavior;
Citation: Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. " The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
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Chapter
| Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
| 1999
Agency in the Context of Labor Management
K. L. Valley
Keywords: Employee Relationship Management;
Labor and Management Relations;
Citation: Valley, K. L. " Agency in the Context of Labor Management." In Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else, edited by R. Mnookin, and L. Susskind. Thousand Oaks, CA: Sage Publications, 1999.
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Chapter
| Strategic Flexibility: Managing in a Turbulent Environment
| 1998
Changing Formal and Informal Structure to Enhance Organizational Knowledge
T. Thompson and K. L. Valley
Keywords: Organizational Change and Adaptation;
Organizational Structure;
Knowledge Acquisition;
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Chapter
| Power and Influence in Organizations
| 1998
Sticky Ties and Bad Attitudes: Relational and Individual Bases of Resistance to Changes in Organizational Structure
K. L. Valley and T. A. Thompson
Keywords: Organizational Change and Adaptation;
Organizational Structure;
Attitudes;
Prejudice and Bias;
Motivation and Incentives;
Relationships;
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Chapter
| Debating Rationality: Nonrational Aspects of Organizational Decision Making
| 1998
Can Negotiators Outperform Game Theory?
M. H. Bazerman, R. Gibbons, L. Thompson and K. L. Valley
Keywords: Negotiation Participants;
Game Theory;
Performance;
Citation: Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. Valley. " Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern, and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998.
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Chapter
| Research on Negotiation in Organizations
| 1995
Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations
K. L. Valley, M. A. Neale and F. A. Mannix
Keywords: Relationships;
Negotiation Participants;
Negotiation Process;
Negotiation Types;
Outcome or Result;
Citation: Valley, K. L., M. A. Neale, and F. A. Mannix. " Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.
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Working Paper
| HBS Working Paper Series
| 2012
An Outside-Inside Evolution in Gender and Professional Work
Lakshmi Ramarajan, Kathleen McGinn and Deborah Kolb
We study the process by which a professional service firm reshaped its activities and beliefs over nearly two decades as it adapted to shifts in the social discourse regarding gender and work. Analyzing archival data from the firm over eighteen years and representations of gender and work from the business press over the corresponding two decades, we find that the firm internalized the broader social discourse through iterated cycles of analysis and action, punctuated by evolving beliefs about gender and work. Outside experts and shifting social understandings played pivotal roles in changing beliefs and activities inside the firm. We conclude with an internalization model depicting organizational adaptation to evolving social institutions.
Keywords: gender;
professional service firms;
social institutions;
organizational learning;
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Teaching Note
| HBS Case Collection
|
2012
Carolina for Kibera (TN)
Kathleen L. McGinn
Keywords: power and influence;
organizational behavior;
social enterprise;
negotiation;
Power and Influence;
Non-Governmental Organizations;
Social Enterprise;
Negotiation;
Kenya;
United States;
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Case
| HBS Case Collection
|
2012
Carolina for Kibera
Kathleen L. McGinn, Beth-Ann Kutchma and Cailin B. Hammer
Carolina for Kibera (CFK) is an international non-profit organization whose mission is to promote youth leadership and gender and ethnic cooperation in Kibera, the largest unstructured settlement situated in the heart of Nairobi, Kenya. CFK's programs constructively leverage the power of the community, offering an exemplar of participatory development. CFK's affiliation with University of North Carolina offers a new model of social enterprise. After eight years of success under the founding leadership of Salim Mohamed, Rye Barcott and Kim Chapman, CFK is at a critical juncture. Mohamed, Executive Director of all operations in Kibera, is leaving to go to graduate school. Rye Barcott, Founder and President, has a new career and a growing family and can no longer play an active role in CFK's operations. Kim Chapman, Chair of the U.S. Board of Directors, has accepted a full-time faculty position and must step down from her roles at CFK. These departures come at a time when the Gates Foundation has just awarded CFK a two-year, $1 million grant. The case ends as CFK begins to grapple with impending changes in organizational leadership and activities.
Keywords: power and influence;
organizational behavior;
social enterprise;
negotiation;
Power and Influence;
Non-Governmental Organizations;
Social Enterprise;
Negotiation;
Kenya;
United States;
Citation: McGinn, Kathleen L., Beth-Ann Kutchma, and Cailin B. Hammer. " Carolina for Kibera." Harvard Business School Video Case 913-701, October 2012.
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Exercise
|
2012
(Revised from original 2009 version)
Congo River Basin Project: Role for Dr. Beni
Kathleen L. McGinn, Deborah M. Kolb, Anne Acosta and Cailin B. Hammer
The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual operating budget of $2 million. Together they must develop a joint plan for how the money should be spent.
Keywords: Decision Choices and Conditions;
Negotiation Process;
Projects;
Research and Development;
Non-Governmental Organizations;
Cooperation;
Congo Basin;
Citation: McGinn, Kathleen L., Deborah M. Kolb, Anne Acosta, and Cailin B. Hammer. " Congo River Basin Project: Role for Dr. Beni." Harvard Business School Exercise 909-041, June 2012. (Revised from original February 2009 version.)
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Case
| HBS Case Collection
|
2012
(Revised from original 2010 version)
The Indego Africa Project
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 capacity, and develops and delivers classroom training in life and business skills for the cooperative members. At the time of the case, Indego is partnering with three cooperatives. The NGO is staffed mostly with volunteers and the founders are stretched to the limit, between managing the growing organization and all of the necessary fundraising activities. The organization hopes to partner with more coops and increase its impact in Rwanda and beyond, but the path to sustained growth and impact is not clear.
Keywords: Cooperative Ownership;
Nonprofit Organizations;
Business Growth and Maturation;
Corporate Finance;
Non-Governmental Organizations;
Growth and Development Strategy;
Rwanda;
Citation: McGinn, Kathleen L., and Rachel Gordon. " The Indego Africa Project." Harvard Business School Case 911-011, August 2012. (Revised from original November 2010 version.)
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Case
| HBS Case Collection
|
2011
(Revised from original 2010 version)
SEWA Trade Facilitation Center: Changing the Spool
Mukti Khaire and Kathleen L. McGinn
The case is about the decision to convert a not-for-profit organization into a for-profit company. SEWA Trade Facilitation Center (STFC), which is part of a larger non-profit organization—the Self-Employed Women's Association (SEWA)—works to improve the livelihoods of very poor rural and urban women in India. It does so by translating traditional Indian embroidery skills into contemporary apparel and home furnishings that STFC then helps to market and sell around the world. Organized as a producers' cooperative, STFC is owned by its artisan members. STFC is thinking of changing to for-profit status because it would enable faster and more sustainable growth by providing access to outside funds and also allow the payment of dividends, which would further improve the women's livelihoods. The legal and financial implications of such a move aside, it is not clear that STFC would be able to withstand the changes such a transformation would entail. Most importantly, would an organization accustomed to taking decisions based solely on social benefit criteria be able to adjust to a for-profit mentality? And, would customers accept the change?
Keywords: Arts;
Business Model;
For-Profit Firms;
Gender Characteristics;
Economic Growth;
Entrepreneurship;
Growth and Development Strategy;
Organizational Change and Adaptation;
Cooperative Ownership;
Nonprofit Organizations;
Consumer Products Industry;
India;
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Case
| HBS Case Collection
|
2011
(Revised from original 2008 version)
Traversing a Career Path: Pat Fili-Krushel (A)
Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
Pat Fili-Krushel, CEO and president of WebMD and past president of ABC Network, contemplates accepting Richard Parson's offer to become the first executive vice president of administration at AOL Time Warner. Accepting this position would be a move back into mainstream media but also a career shift from line positions to a corporate staff role. The case profiles Fili-Krushel's media experiences, and her use of interpersonal influence and negotiation, leading up to the critical decision point. After consulting with colleagues throughout the media industry, Fili-Krushel's decision rests on her own career aspirations and her expectations about the future of AOL Time Warner.
Keywords: Decision Choices and Conditions;
Job Offer;
Managerial Roles;
Negotiation Tactics;
Personal Development and Career;
Power and Influence;
Media and Broadcasting Industry;
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Case
| HBS Case Collection
|
2010
(Revised from original 2000 version)
Heidi Roizen
Kathleen L. McGinn and Nicole Tempest
Heidi Roizen, a venture capitalist at SOFTBANK Venture Capital and a former entrepreneur, maintains an extensive personal and professional network. She leverages this network to benefit both herself and others. The case considers the steps she's taken to build and cultivate a network that is both broad and deep.
Keywords: Venture Capital;
Personal Development and Career;
Power and Influence;
Social and Collaborative Networks;
Citation: McGinn, Kathleen L., and Nicole Tempest. " Heidi Roizen." Harvard Business School Case 800-228, April 2010. (Revised from original January 2000 version.)
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Teaching Note
| HBS Case Collection
|
2010
(Revised from original 2001 version)
Heidi Roizen (TN)
Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (9-800-228).
Keywords: Venture Capital;
Entrepreneurship;
Networks;
Citation: McGinn, Kathleen L., and Linda-Eling Lee. " Heidi Roizen (TN)." Harvard Business School Teaching Note 801-278, April 2010. (Revised from original March 2001 version.)
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Supplement
| HBS Case Collection
|
2010
Howard Roizen
Kathleen L. McGinn and Elizabeth Tempesta
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 cultivate a network that is both broad and deep.
Keywords: Gender Characteristics;
Entrepreneurship;
Fairness;
Venture Capital;
Networks;
Prejudice and Bias;
Citation: McGinn, Kathleen L., and Elizabeth Tempesta. " Howard Roizen." Harvard Business School Supplement 910-007, April 2010.
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Case
| HBS Case Collection
|
2010
(Revised from original 2009 version)
Carolina for Kibera
Kathleen L. McGinn and Cailin B. Hammer
A growing NGO based in Kibera, Nairobi, Kenya, is facing a complete change in leadership as the founders step back. At the same time, a $1 million grant presents new opportunities and challenges.
Keywords: Developing Countries and Economies;
Negotiation;
Organizational Change and Adaptation;
Non-Governmental Organizations;
Power and Influence;
Nairobi;
North Carolina;
Citation: McGinn, Kathleen L., and Cailin B. Hammer. " Carolina for Kibera." Harvard Business School Case 910-017, March 2010. (Revised from original October 2009 version.)
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Exercise
|
2009
(Revised from original 2009 version)
Congo River Basin Project: Role for Dr. Campos
Kathleen L. McGinn, Deborah M. Kolb, Anne Acosta and Cailin B. Hammer
The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual operating budget of $2 million. Together they must develop a joint plan for how the money should be spent.
Keywords: Decision Choices and Conditions;
Negotiation Process;
Projects;
Research and Development;
Non-Governmental Organizations;
Cooperation;
Congo Basin;
Citation: McGinn, Kathleen L., Deborah M. Kolb, Anne Acosta, and Cailin B. Hammer. " Congo River Basin Project: Role for Dr. Campos." Harvard Business School Exercise 909-040, September 2009. (Revised from original February 2009 version.)
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Case
| HBS Case Collection
|
2009
(Revised from original 2006 version)
Endesa Chile: Raising the Ralco Dam (B)
Kathleen L. McGinn, Paula J. Laschober and Dina Pradel
Keywords: Energy Generation;
Projects;
Energy Industry;
Chile;
Citation: McGinn, Kathleen L., Paula J. Laschober, and Dina Pradel. " Endesa Chile: Raising the Ralco Dam (B)." Harvard Business School Case 906-015, May 2009. (Revised from original April 2006 version.)
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Case
| HBS Case Collection
|
2009
(Revised from original 2006 version)
Endesa Chile: Raising the Ralco Dam (A)
Kathleen L. McGinn, Paula J. Laschober and Dina Pradel
Endesa Chile, the largest electricity generation company in Chile, is building a major power plant on the Biobio River in Southern Chile. A historic conflict involving the indigenous people of the Biobio River, the Chilean government, and international conservation groups results. The conflict threatens the completion of the project and the longstanding culture and community of the Penhuenche, the indigenous people of the Upper Biobio.
Keywords: Buildings and Facilities;
Energy Generation;
Government and Politics;
Negotiation;
Business and Community Relations;
Natural Environment;
Conflict and Resolution;
Social Issues;
Energy Industry;
Chile;
Citation: McGinn, Kathleen L., Paula J. Laschober, and Dina Pradel. " Endesa Chile: Raising the Ralco Dam (A)." Harvard Business School Case 906-014, May 2009. (Revised from original April 2006 version.)
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Supplement
| HBS Case Collection
|
2009
(Revised from original 2008 version)
Traversing a Career Path: Pat Fili-Krushel (B)
Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
Pat Fili-Krushel has agreed to take on the job of first executive vice president of administration for AOL Time Warner, leading corporate human resources, internal communications, real estate and facilities, and other administrative roles for the combined company. She must figure out how to structure the job, and how to start her relationship with her new boss, CEO Richard Parsons. Two factors complicate this decision. First, AOL Time Warner is experiencing significant internal conflict and Fili-Krushel is stepping into the middle of it. Second, Fili-Krushel has built her career on increasingly large line leadership positions, such as the president of ABC Network, and has no experience in getting things done without line authority. The case lays out the steps she takes to build authority and respect within the firm, and outlines the process of moving the firm's leaders from conflict to collaboration.
Keywords: Gender Characteristics;
Leadership;
Managerial Roles;
Negotiation Tactics;
Personal Development and Career;
Conflict Management;
Power and Influence;
Media and Broadcasting Industry;
Publishing Industry;
United States;
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Case
| HBS Case Collection
|
2009
(Revised from original 2003 version)
Yahoo!: Becoming a Competitor in the Career Listings Space (B)
Kathleen L. McGinn and Nicole Nasser
After weighing the pros and cons of making an unsolicited bid for HotJobs.com (an online recruiting company already under contract to be acquired by TMP Worldwide), the executive team of Yahoo! decides to make an immediate move rather than wait for the Federal Trade Commission to clear the pending merger. This case examines Yahoo!s process for formulating a bid offer with limited information about the target and details the course of the company's negotiations with HotJobs.
Keywords: Mergers and Acquisitions;
Management Teams;
Bids and Bidding;
Negotiation Process;
Strategy;
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Case
| HBS Case Collection
|
2009
(Revised from original 2003 version)
Yahoo!: Becoming a Competitor in the Career Listings Space (A)
Kathleen L. McGinn and Nicole Nasser
In late 2001, Yahoo!'s new executive leadership team faces a decision. With online advertising revenues significantly off, the company has decided to explore new strategic businesses, including online recruiting. The team must decide whether to make a bid for HotJobs.com, already under contract to be acquired by TMP Worldwide, parent of Monster.com. The deal is currently under scrutiny from the Federal Trade Commission. Given the importance of career listings to the company's new strategy, should Yahoo! make a move now for HotJobs or wait for the FTC's decision?
Keywords: Mergers and Acquisitions;
Decisions;
Recruitment;
Management Teams;
Negotiation Deal;
Employment Industry;
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Teaching Note
| HBS Case Collection
|
2008
Yahoo!: Becoming a Competitor in the Career Listings Space (A) and (B) and Travelexis.com (Role for Robin Knight from TravelPlanner.com), (Role for Pat Young from SCOUT) and (Role for Jackie Hoff from Travelexis.com) (TN)
Kathleen L. McGinn and Dina R. Witter Pradel
Teaching Note for [903071], [903072], [903059], [903060], and [903061].
Keywords: Web Services Industry;
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Teaching Note
| HBS Case Collection
|
2008
(Revised from original 2008 version)
RetailMax / RetailSoft (TN)
Kathleen McGinn and Dina Witter
Teaching Note for [904024], [904025], [905003], [905004], [905005] .
Citation: McGinn, Kathleen, and Dina Witter. " RetailMax / RetailSoft (TN)." Harvard Business School Teaching Note 908-026, October 2008. (Revised from original February 2008 version.)
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Case
| HBS Case Collection
|
2008
(Revised from original 2004 version)
Showdown on the Waterfront: The West Coast Port Dispute (A)
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.
Keywords: Economics;
Negotiation Process;
Business and Government Relations;
Labor and Management Relations;
Conflict and Resolution;
Shipping Industry;
Western United States;
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Case
| HBS Case Collection
|
2008
(Revised from original 2004 version)
Showdown on the Waterfront: The West Coast Port Dispute (B)
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.
Keywords: Economics;
Negotiation Process;
Business and Government Relations;
Labor and Management Relations;
Conflict and Resolution;
Shipping Industry;
Western United States;
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Teaching Note
| HBS Case Collection
|
2008
Showdown on the Waterfront: The West Coast Port Dispute (TN) (A) & (B)
Kathleen L. McGinn, Dina R. Witter Pradel and Cailin B. Hammer
Teaching Note for [904045] and [904067].
Keywords: Employment;
Government and Politics;
Negotiation Process;
Technology;
United States;
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Exercise
|
2008
(Revised from original 1996 version)
Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information
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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations;
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Exercise
|
2008
(Revised from original version)
Adam Baxter Company/Local 190: 1978 Negotiation, Local 190 Confidential Information
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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations;
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Exercise
|
2008
(Revised from original version)
Adam Baxter Company/Local 190: 1983 Negotiation, Local 190 Confidential Information
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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations;
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Exercise
|
2008
(Revised from original version)
Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information
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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations;
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Exercise
|
2008
(Revised from original version)
Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information
Kathleen L. McGinn and Victoria Medvec
ncludes 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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Wages;
Working Conditions;
Management;
Negotiation Process;
Labor and Management Relations;
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Exercise
|
2008
(Revised from original 1996 version)
Adam Baxter Company/Local 190: 1985 Negotiation, Local 190 Confidential Information
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 inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.
Keywords: Inflation and Deflation;
Compensation and Benefits;
Labor Unions;
Wages;
Working Conditions;
Negotiation Process;
Labor and Management Relations;
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Teaching Note
| HBS Case Collection
|
2008
The Pacific Sentinel Series (TN)
Kathleen McGinn and Dina Pradel
Teaching Note for [903133] and [903136].
Keywords: Acquisition;
Planning;
Publishing Industry;
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Case
| HBS Case Collection
|
2007
(Revised from original 2001 version)
Katharine Graham
Kathleen L. McGinn, Lisa M. Gunther and Dina R. Pradel
Details the career of Katharine Graham of the Washington Post Co., a pioneer in her field and one of the first high-profile women to lead a major public company. Her story is a unique example of how power and expertise are built over time, and differs from those of other business leaders in that she was unexpectedly thrust into a leadership position. Though Graham could have been a figurehead leader of the Washington Post Co., she gradually became a powerful national player: a publisher and CEO in more than title. Graham's strong values impel many of her decisions throughout the course of her career and help her through times of uncertainty. Her values are a stark contrast to strictly data-based decision making. Explores Graham's ability to master the newspaper business and succeed in a man's world. Additionally, Graham's unique ability to adapt her influence style in different social and career networks is also explored, as the distinction between Graham's employees, mentors, and friends is often blurred.
Keywords: Decision Choices and Conditions;
Values and Beliefs;
Leadership;
Personal Development and Career;
Power and Influence;
Social and Collaborative Networks;
Journalism and News Industry;
Citation: McGinn, Kathleen L., Lisa M. Gunther, and Dina R. Pradel. " Katharine Graham." Harvard Business School Case 801-276, December 2007. (Revised from original March 2001 version.)
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Background Note
| HBS Case Collection
|
2007
(Revised from original 2001 version)
Power and Influence: Achieving Your Objectives in Organizations
Kathleen L. McGinn and Elizabeth Long Lingo
Power is the potential to mobilize energy. This rather neutral definition does not address the issues of how to exercise power or to what ends. The answers to these questions determine the ultimate value of an individual's power. This note is written to help readers analyze the social system in which their power exists and their influence will be used. Following the guidelines presented, a careful analysis of the social system in which an individual operates, and an assessment of that individual's desires and objectives within the social system, may help maximize the development of power and the effective use of influence.
Keywords: Organizational Culture;
Personal Development and Career;
Power and Influence;
Social and Collaborative Networks;
Value;
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Teaching Note
| HBS Case Collection
|
2007
(Revised from original 2001 version)
Basil "Buzz" Hargrove and de Havilland, Inc. (A) and (B) TN
Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (9-899-138) and (9-899-176).
Keywords: Manufacturing Industry;
Canada;
Citation: McGinn, Kathleen L., and Linda-Eling Lee. Basil " Buzz" Hargrove and de Havilland, Inc. (A) and (B) TN. Harvard Business School Teaching Note 801-277, January 2007. (Revised from original March 2001 version.)
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Case
| HBS Case Collection
|
2006
(Revised from original 1999 version)
Basil "Buzz" Hargrove and de Havilland, Inc. (A)
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 down otherwise.
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;
Citation: McGinn, Kathleen L., and Angela Keros. Basil " Buzz" Hargrove and de Havilland, Inc. (A). Harvard Business School Case 899-138, November 2006. (Revised from original June 1999 version.)
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Case
| HBS Case Collection
|
2006
(Revised from original 2006 version)
Cathy Benko: WINning at Deloitte (A)
Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
Jim Quigley, CEO of Deloitte and Touche's consulting practice, asks senior partner Cathy Benko to lead Deloitte & Touche's much publicized Initiative for the Retention and Advancement of Women (WIN). Benko, already the Lead Client Service Partner on one of Deloitte's largest west coast engagements and the firm's High Technology Sector Leader, rejects the offer. This sets off a series of moves by players across the firm. The case follows Benko's early career, detailing the reasons why Quigley believes she is the right person to lead the initiative. Both Quigley and Benko make decisions and take steps that shape Benko's role as a leader in the firm.
Keywords: Leadership Development;
Motivation and Incentives;
Talent and Talent Management;
Personal Development and Career;
Gender Characteristics;
Consulting Industry;
United States;
Citation: McGinn, Kathleen L., Deborah M. Kolb, and Cailin B. Hammer. " Cathy Benko: WINning at Deloitte (A)." Harvard Business School Case 907-026, November 2006. (Revised from original September 2006 version.)
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Supplement
| HBS Case Collection
|
2006
(Revised from original 2006 version)
Cathy Benko: WINning at Deloitte (B)
Kathleen L. McGinn, Deborah M. Kolb and Cailin B. Hammer
Cathy Benko pulls together a group of Deloitte and Touche's top partners for a weekend discussion of the Initiative for the Retention and Advancement of Women (WIN). Benko, stimulated by the strong reaction by the attending partners, agrees to take on the leadership role. But only after negotiating the details of the role with CEO Quigley.
Keywords: Gender Characteristics;
Retention;
Leading Change;
Agreements and Arrangements;
Partners and Partnerships;
Citation: McGinn, Kathleen L., Deborah M. Kolb, and Cailin B. Hammer. " Cathy Benko: WINning at Deloitte (B)." Harvard Business School Supplement 907-027, November 2006. (Revised from original September 2006 version.)
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Supplement
| HBS Case Collection
|
2006
"The Negotiator" Basil "Buzz" Hargrove and de Havilland, Inc.
Kathleen L. McGinn
Keywords: Negotiation;
Citation: McGinn, Kathleen L. " The Negotiator" Basil "Buzz" Hargrove and de Havilland, Inc. Harvard Business School Video Supplement 907-701, November 2006.
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Exercise
|
2006
(Revised from original 2003 version)
Travelexis.com Role for Robin Knight from TravelPlanner.com
Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between Headhunter (represented by Travelexis), Yahoo! (SCOUT), and CareerBuilder (TravelPlanner).
Keywords: Negotiation;
Bids and Bidding;
Acquisition;
Travel Industry;
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Exercise
|
2006
(Revised from original 2003 version)
Travelexis.com Role for Pat Young from SCOUT
Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise is consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between Headhunter (represented by Travelexis), Yahoo! (SCOUT), and CareerBuilder (TravelPlanner).
Keywords: Negotiation;
Bids and Bidding;
Acquisition;
Travel Industry;
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Exercise
|
2006
(Revised from original 2003 version)
Travelexis.com Role for Jackie Hoff from Travelexis.com
Kathleen L. McGinn and Nicole Nasser
Two fictional travel companies, SCOUT and TravelPlanner, engage in competitive bidding to acquire a third party, Travelexis. This exercise consists of three roles, one representative from each of the three companies. It is based on the actual negotiations between Headhunter (represented by Travelexis), Yahoo! (SCOUT), and CareerBuilder (TravelPlanner).
Keywords: Negotiation;
Bids and Bidding;
Acquisition;
Travel Industry;
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Exercise
|
2006
(Revised from original 2003 version)
RetailMax: Role for Regan Kessel
Kathleen L. McGinn and Dina R. Pradel
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that challenges students to think about evaluating and developing best alternatives to a negotiated agreement (BATNA). It illustrates tactics for claiming value and introduces the use of decision trees for calculating reservation prices and the establishment of bargaining zones.
Keywords: Negotiation;
Compensation and Benefits;
Management Practices and Processes;
Retail Industry;
Citation: McGinn, Kathleen L., and Dina R. Pradel. " RetailMax: Role for Regan Kessel." Harvard Business School Exercise 904-025, May 2006. (Revised from original September 2003 version.)
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Exercise
|
2006
(Revised from original 2005 version)
RetailSoft: Role for Regan Kessel
Kathleen L. McGinn, Hannah Riley Bowles and Dina R. Pradel
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces a third party, Sydney Masser, to illustrate the effects of negotiating for self vs. others. A rewritten version of an earlier exercise.
Keywords: Negotiation;
Compensation and Benefits;
Management Practices and Processes;
Retail Industry;
Citation: McGinn, Kathleen L., Hannah Riley Bowles, and Dina R. Pradel. " RetailSoft: Role for Regan Kessel." Harvard Business School Exercise 905-003, April 2006. (Revised from original January 2005 version.)
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Exercise
|
2006
(Revised from original 2005 version)
RetailSoft: Role for Cam Archer
Kathleen L. McGinn, Hannah Riley Bowles and Dina R. Pradel
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces a third party, Sydney Masser, to illustrate the effects of negotiating for self vs. others. A rewritten version of an earlier exercise.
Keywords: Negotiation;
Compensation and Benefits;
Management Practices and Processes;
Retail Industry;
Citation: McGinn, Kathleen L., Hannah Riley Bowles, and Dina R. Pradel. " RetailSoft: Role for Cam Archer." Harvard Business School Exercise 905-004, April 2006. (Revised from original January 2005 version.)
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Exercise
|
2006
(Revised from original 2005 version)
RetailSoft: Role for Sydney Masser
Kathleen L. McGinn, Hannah Riley Bowles and Dina R. Pradel
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces a third party, Sydney Masser, to illustrate the effects of negotiating for self vs. others. A rewritten version of an earlier exercise.
Keywords: Negotiation;
Compensation and Benefits;
Management Practices and Processes;
Retail Industry;
Citation: McGinn, Kathleen L., Hannah Riley Bowles, and Dina R. Pradel. " RetailSoft: Role for Sydney Masser." Harvard Business School Exercise 905-005, April 2006. (Revised from original January 2005 version.)
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Exercise
|
2005
(Revised from original 2003 version)
RetailMax: Role for Cam Archer
Kathleen L. McGinn and Dina R. Pradel
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that challenges students to think about evaluating and developing best alternatives to a negotiated agreement (BATNA). It illustrates tactics for claiming value and introduces the use of decision trees for calculating reservation prices and the establishment of bargaining zones.
Keywords: Negotiation;
Compensation and Benefits;
Management Practices and Processes;
Retail Industry;
Citation: McGinn, Kathleen L., and Dina R. Pradel. " RetailMax: Role for Cam Archer." Harvard Business School Exercise 904-024, May 2005. (Revised from original September 2003 version.)
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Case
| HBS Case Collection
|
2005
(Revised from original 1995 version)
Luna Pen (A)
Kathleen L. McGinn and Michael A. Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.
Keywords: Decision Choices and Conditions;
Gender Characteristics;
Trademarks;
Law;
Negotiation Tactics;
Power and Influence;
Culture;
Strategy;
Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (A)." Harvard Business School Case 396-156, February 2005. (Revised from original November 1995 version.)
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Exercise
|
2004
(Revised from original 2003 version)
The Pacific Sentinel: Role for Chris Coleman
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 for how the money should be spent.
Keywords: Negotiation;
Conflict of Interests;
Decision Making;
Publishing Industry;
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Exercise
|
2004
(Revised from original 2003 version)
The Pacific Sentinel: Role for Alex Martinez
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 for how the money should be spent.
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Teaching Note
| HBS Case Collection
|
2003
Abelli and Saviotti at Banca Commerciale Italiana (TN) (A) and (B)
Tiziana E. Casciaro and Kathleen L. McGinn
Teaching Note for (9-402-043) and (9-402-044).
Keywords: Banking Industry;
Italy;
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Case
| HBS Case Collection
|
2003
(Revised from original 2002 version)
Abelli and Saviotti at Banca Commerciale Italiana (A)
Tiziana E. Casciaro, Kathleen L. McGinn and Massimiliano Belingheri
In 1999, a powerful struggle amidst complex corporate and interpersonal networks led to the failed merger between Banca Commerciale Italiana and Unicredito Italiano--two of Italy's largest banking groups. This case analyzes the actions of Abelli and Saviotti, co-CEOs of Banca Commerciale Italiana at that time, as well as those of central players in Banca d'Italia, Mediobanca, and several prominent national and international banking and industrial groups. The events shed light on the management of multilayered resource dependencies and tactics of political influence as a critical precondition for implementing sound business strategy.
Keywords: Mergers and Acquisitions;
Networks;
Banks and Banking;
Business Strategy;
Power and Influence;
Crisis Management;
Government and Politics;
International Finance;
Failure;
Banking Industry;
Italy;
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Case
| HBS Case Collection
|
2002
(Revised from original 2002 version)
Abelli and Saviotti at Banca Commerciale Italiana (B)
Tiziana E. Casciaro, Kathleen L. McGinn and Massimiliano Belingheri
Supplements the (A) case.
Keywords: Banking Industry;
Italy;
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Teaching Note
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Luna Pen (A), (B), (C), and (D) (TN)
Kathleen McGinn and Michael A. Wheeler
Teaching Note for (9-396-156), (9-396-157), (9-898-233), and (9-396-395).
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen, and Michael A. Wheeler. " Luna Pen (A), (B), (C), and (D) (TN)." Harvard Business School Teaching Note 801-057, May 2002. (Revised from original June 2001 version.)
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Case
| HBS Case Collection
|
2002
(Revised from original 2000 version)
Reverend Jeffrey Brown: Cops, Kids and Ministers
Kathleen L. McGinn and Alexis Lefort
Introduces Reverend Jeffrey Brown, one of the cofounders of the Ten Point Coalition in Boston, Mass. The Ten Point Coalition, a group of ministers that worked to change the dynamics between the Boston Police Department and the kids on the street, was instrumental in reducing the rate of youth violence in Boston. Describes the unique history of Boston and how the coalition came to be successful in Boston. Wrestles with the question of whether or not the success can be replicated in other cities around the world.
Keywords: Change;
Civil Society or Community;
Alliances;
Interpersonal Communication;
Power and Influence;
Law Enforcement;
City;
Boston;
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Supplement
| HBS Case Collection
|
2002
(Revised from original 1995 version)
Luna Pen (B)
Kathleen L. McGinn and Michael A. Wheeler
Presents a series of multiple choice options to be distributed and discussed in class.
Keywords: Performance Evaluation;
Negotiation Tactics;
Decisions;
Strategy;
Gender Characteristics;
Culture;
Power and Influence;
Germany;
Taiwan;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (B)." Harvard Business School Supplement 396-157, May 2002. (Revised from original November 1995 version.)
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Case
| HBS Case Collection
|
2002
Women and Power: Stories From Around the Globe
Kathleen L. McGinn, Alexis Lefort and Nicole Nasser
This case uses vignettes and statistics of the broader issue discussed in each vignette to explore some of the ways in which gender is played out in the struggle for power and control. Disenfranchised groups--those not allowed access to critical resources--have little access to power. In many countries, women represent one of these disenfranchised groups. Women around the world are disproportionately denied access to employment, education, religious freedoms, many traditional routes to business funding, collective action, and social welfare. The vignettes explore ways in which inroads to equality are being made on new, innovative paths. Even mainstream approaches to accessing critical resources are becoming more gender neutral. The vignettes and statistics are meant to be illustrative rather than exhaustive.
Keywords: Gender Characteristics;
Power and Influence;
Equality and Inequality;
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Case
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2002
(Revised from original 2000 version)
Robert Moses
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.
Keywords: Power and Influence;
New York (city, NY);
Citation: McGinn, Kathleen L., and Alexis Lefort. " Robert Moses." Harvard Business School Case 800-271, January 2002. (Revised from original March 2000 version.)
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Supplement
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2001
An Interview with Heidi Roizen
Kathleen L. McGinn
Heidi Roizen being interviewed by MBA students, talks about the design to explore the theoretical and practical aspects of network development and maintenance. She focuses on the concept of an egocentric and personal network.
Keywords: Design;
Retention;
Networks;
Theory;
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Teaching Note
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2001
Robert Moses TN
Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (1-800-271).
Keywords: New York (city, NY);
Citation: McGinn, Kathleen L., and Linda-Eling Lee. " Robert Moses TN." Harvard Business School Teaching Note 801-279, April 2001.
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Teaching Note
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2001
Reverend Jeffrey Brown: Cops, Kids and Ministers TN
Kathleen L. McGinn
Teaching Note for (9-801-284).
Keywords: Boston;
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Teaching Note
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2001
Katharine Graham TN
Kathleen L. McGinn, Lisa M. Gunther and Dina R. Pradel
Teaching Note for (9-801-276).
Keywords: Leading Change;
Public Ownership;
Power and Influence;
Experience and Expertise;
Value;
Decision Making;
Personal Development and Career;
Risk and Uncertainty;
Citation: McGinn, Kathleen L., Lisa M. Gunther, and Dina R. Pradel. " Katharine Graham TN." Harvard Business School Teaching Note 801-281, April 2001.
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Teaching Note
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2001
James Newton: Excerpts from "Uncommon Friends" TN
Kathleen L. McGinn and Linda-Eling Lee
Teaching Note for (1-801-275).
Keywords: Negotiation;
Organizations;
Citation: McGinn, Kathleen L., and Linda-Eling Lee. James Newton: Excerpts from " Uncommon Friends" TN. Harvard Business School Teaching Note 801-280, March 2001.
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Case
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2001
(Revised from original 1999 version)
Basil "Buzz" Hargrove and de Havilland, Inc. (B)
Kathleen L. McGinn and Angela Keros
Supplements the (A) case.
Keywords: Manufacturing Industry;
Canada;
Citation: McGinn, Kathleen L., and Angela Keros. Basil " Buzz" Hargrove and de Havilland, Inc. (B). Harvard Business School Case 899-176, March 2001. (Revised from original June 1999 version.)
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Case
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2001
(Revised from original 2000 version)
Iggy's Bread of the World
Kathleen L. McGinn and Alexis Lefort
In January 1994, Igor and Ludmilla Ivanovic opened the doors of their bakery, Iggy's Bread of the World. This case describes their unusual mission statement and the way in which they try to bring a social consciousness mentality to a for-profit business. Six years later, they have grown beyond their physical and administrative capacity. The Ivanovics must decide how to reconfigure the leadership structure of the company without losing their control over the fundamentals.
Keywords: Growth Management;
Mission and Purpose;
Organizational Culture;
Restructuring;
Family Business;
Power and Influence;
Food and Beverage Industry;
Retail Industry;
Massachusetts;
Citation: McGinn, Kathleen L., and Alexis Lefort. " Iggy's Bread of the World." Harvard Business School Case 801-282, March 2001. (Revised from original November 2000 version.)
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Case
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2001
(Revised from original 2001 version)
Range, The (A)
Kathleen L. McGinn, Tracy Thompson and Michael Smith
Reveals the potential benefits and pitfalls of reorganization into teams in order to respond to environmental change. Takes place in the newsroom of a metropolitan daily newspaper. Both management and employees struggle to find new balance after a major restructuring into teams upsets the tasked-based and personal relationships in the newsroom.
Keywords: Organizational Change and Adaptation;
Groups and Teams;
Restructuring;
Balance and Stability;
Organizational Structure;
Business Processes;
Journalism and News Industry;
Citation: McGinn, Kathleen L., Tracy Thompson, and Michael Smith. " Range, The (A)." Harvard Business School Case 801-330, March 2001. (Revised from original January 2001 version.)
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Case
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2001
(Revised from original 2001 version)
Range, The (B)
Kathleen L. McGinn, Tracy Thompson and Michael P. Smith
Supplements the (A) case.
Keywords: Journalism and News Industry;
Citation: McGinn, Kathleen L., Tracy Thompson, and Michael P. Smith. " Range, The (B)." Harvard Business School Case 801-331, March 2001. (Revised from original March 2001 version.)
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Teaching Note
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2001
Iggy's Bread of the World (TN)
Kathleen L. McGinn
Teaching Note for (9-801-282).
Keywords: Food and Beverage Industry;
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Case
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2000
(Revised from original 1996 version)
Luna Pen (D)
Kathleen L. McGinn and Michael A. Wheeler
Supplements the (A) and (B) cases.
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (D)." Harvard Business School Case 396-395, August 2000. (Revised from original June 1996 version.)
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Supplement
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2000
(Revised from original 1998 version)
Luna Pen (C)
Kathleen L. McGinn and Michael A. Wheeler
Supplements the (A) and (B) cases.
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (C)." Harvard Business School Supplement 898-233, May 2000. (Revised from original June 1998 version.)
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Teaching Note
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1998
Adam Baxter Company/Local 190 TN
Kathleen L. McGinn, Katherine Lawrence and Priscilla Offenhauer
Teaching Note for (9-396-318), (9-396-319), (9-396-321), (9-396-322), (9-396-324), (9-396-325), and (9-396-326).
Keywords: Negotiation;
Decision Making;
Citation: McGinn, Kathleen L., Katherine Lawrence, and Priscilla Offenhauer. " Adam Baxter Company/Local 190 TN." Harvard Business School Teaching Note 898-192, April 1998.
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Supplement
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1998
(Revised from original version)
Starlite: Confidential Instructions for J. Weiss, VP of HR Consumer Imaging Division
Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information.
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Supplement
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1998
(Revised from original version)
Starlite: Confidential Instructions for P. Foster, VP of HR Business Imaging Division
Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information.
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Supplement
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1998
(Revised from original version)
Starlite: Confidential Instructions for M. Slee, VP of HR Digital and Applied Imaging Division
Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information.
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Supplement
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1998
(Revised from original version)
Starlite: Confidential Instructions for M. Gonzalez, VP of HR Motion Pictures and TV Division
Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information.
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Supplement
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1998
(Revised from original version)
Starlite: Confidential Instructions for S. Mason, VP of HR Health Sciences Division
Kathleen L. McGinn and Julia Morgan
Supplements Starlite Corp.: General Information.
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Exercise
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1998
(Revised from original version)
Starlite Corporation: General Information
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 that will cut costs and add value to Starlite. They will present the results of their negotiations to the CFO of the company.
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Supplement
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1998
(Revised from original version)
Adam Baxter Company/Local 190: Debrief and Endnotes
Kathleen L. McGinn and Victoria Medvec
Supplements the Adam Baxter series.
Keywords: Negotiation;
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Teaching Note
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1998
Starlite Corporation TN
Kathleen L. McGinn, Julia Morgan and Katherine Lawrence
Teaching Note for (9-396-351)--(9-396-356).
Keywords: Negotiation Participants;
Negotiation;
Learning;
Cost;
Employees;
Citation: McGinn, Kathleen L., Julia Morgan, and Katherine Lawrence. " Starlite Corporation TN." Harvard Business School Teaching Note 898-191, February 1998.
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Background Note
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1996
(Revised from original version)
Expectations and Stereotypes: How Do They Affect the Deal?
Kathleen L. McGinn
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.
Keywords: Knowledge Acquisition;
Management;
Negotiation Deal;
Performance Expectations;
Prejudice and Bias;
Research Summary
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Research Summary
An outside-inside evolution in gender and work in a professional services firm
by
Kathleen L. McGinn
With Deborah Kolb & Lakshmi Ramajaran
We study the processes by which a professional services firm reshaped its activities and beliefs over nearly two decades as it adapted to changes in the gender composition of its workforce and shifts in the social narrative regarding gender. Internal archival data and external representations of gender from the business press over two decades reveal that the firm internalized the broader social narrative through alternating phases of analysis and action punctuated by evolving beliefs about gender and work. We offer an internalization model of organizational adaptation to shifting social narratives.
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Research Summary
Information and relationships: Measuring the impact of information and relational skills on girls' health and social outcomes in Zambia
by
Kathleen L. McGinn
With Nava Ashraf & Corinne Low
Accurate information is necessary for making good decisions, but information held by one party may not be sufficient when decisions are made interdependently with other parties. In Zambia, girls' decisions around school attendance are made interdependently with family members and other parties potentially more powerful than the girls themselves, and girls' decisions around sexual behavior are made interdependently with intimate partners and peers. These decisions have serious, measurable impact on the girls' health and welfare. We are carrying out a randomized controlled experiment among 8th grade girls in Lusaka, Zambia, testing the efficacy of information alone relative to information with relational skills training (and control treatment) in affecting girls' school attendance and health outcomes.
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Research Summary
The construction of self, profession & gender through transitions
by
Kathleen L. McGinn
With Beth Humberd, Rachel Arnett & Judy Clair
We study the developmental transitions experienced by women leaders in the private and public sectors, exploring the role that gender, family & profession play in identity construction over a career. Our findings are based on the women's career histories as conveyed through extensive interviews. Women vary in the degre to which they understand transitions as a seiries of "struggles to overcome" vs. "triumphs along the way." Women leaders' definitions of successful transitions also vary. Some women define transition success solely by the impact on their career - all transitions are viewed as stepping stones to professional success. For others, personal and professional transitions and successes are interwoven, sometimes sequentially and sometimes simultaneously. Across examples, relationships are pivotal in successful transitions.
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