Expectations and Stereotypes: How Do They Affect the Deal?

Kathleen L. McGinn

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Background Note | HBS Case Collection | November 1995 (Revised October 1996)

Expectations and Stereotypes: How Do They Affect the Deal?

by Kathleen L. McGinn

Abstract

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;

Format: Print

2 pages

Find at Harvard

Citation:

McGinn, Kathleen L. "Expectations and Stereotypes: How Do They Affect the Deal?" Harvard Business School Background Note 396-167, November 1995. (Revised October 1996.)

About the Author

Kathleen L. McGinn

Cahners-Rabb Professor of Business Administration
Senior Associate Dean for Faculty Strategy and Recruiting

Negotiation, Organizations & Markets

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Case | HBS Case Collection | November 2019

Chief: Role for Carolyn Childers

Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen and Julia Kelley

In 2018, Carolyn Childers is preparing to launch Chief, a New York-based peer network for women executives, and must decide whether to bring on a co-founder. After becoming the senior vice president of operations at her previous company, Childers was inspired to build a community that provided mentorship, support, and networking opportunities to women executives. Childers is now preparing to meet with Lindsay Kaplan, a marketing executive who excels at building brand experience. Should Childers bring on Kaplan as a co-founder? If Childers takes on a co-founder, what do they need to agree on?

Citation:
Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen, and Julia Kelley. "Chief: Role for Carolyn Childers." Harvard Business School Case 920-019, November 2019. View Details

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Case | HBS Case Collection | November 2019

Chief: Role for Lindsay Kaplan

Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen

In 2018, Lindsay Kaplan is preparing to meet with Carolyn Childers about the possibility of co-founding Chief, a New York-based peer network for women executives. Kaplan is currently the vice president of communications and brand engagement at a successful mattress company, and she is happy in her current role. However, she is excited by Childers’s vision for a community of women executives and believes she could bring valuable expertise as Chief builds its brand experience. Should Kaplan join Chief as a co-founder? What do they need to discuss before teaming up?

Keywords: Negotiation; Entrepreneurship; Leadership; North and Central America; United States; New York (state, US); New York (city, NY);

Citation:
Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, and Katherine Chen. "Chief: Role for Lindsay Kaplan." Harvard Business School Case 920-020, November 2019. View Details

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Case | HBS Case Collection | November 2019

Scaling at Chief

Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen

Chief is a New York-based peer network that provides mentorship, support, networking opportunities, and a sense of community to women executives. Co-founders Carolyn Childers and Lindsay Kaplan launched the company in January 2019, and just two months later, Chief has 400 members and a growing waiting list. Now, Childers and Kaplan must determine how aggressively to scale Chief’s model to other cities. How much money should they raise in Chief’s Series A, and when? Which cities should they expand to first? What are the potential risks of moving too fast, and how can they best mitigate them?
For more background on Childers and Kaplan’s decision to found Chief, please see “Chief: Role for Carolyn Childers” (HBS No. 920-019) and “Chief: Role for Lindsay Kaplan” (HBS No. 920-020).

Keywords: Entrepreneurship; Leadership Development; Expansion; Growth Management; Customer Satisfaction; North and Central America; United States; New York (state, US); New York (city, NY);

Citation:
Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, and Katherine Chen. "Scaling at Chief." Harvard Business School Case 920-021, November 2019. View Details

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Expectations and Stereotypes: How Do They Affect the Deal?

Abstract

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