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