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

Expectations and Stereotypes: How Do They Affect the Deal?

By: Kathleen L. McGinn
  • Format:Print
  • | Pages:2
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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

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.)
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About The Author

Kathleen L. McGinn

Negotiation, Organizations & Markets
→More Publications

More from the Author

    • March 2023
    • Faculty Research

    Río Curicó Teaching Note: Video Short I

    By: Kathleen L. McGinn and Julian Zlatev
    • December 2022 (Revised March 2023)
    • Faculty Research

    Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise

    By: Julian Zlatev, Kathleen McGinn, Katherine Chen and Rachel Drapper
    • January 2022
    • Faculty Research

    Traversing a Career Path: Pat Fili-Krushel

    By: Kathleen L. McGinn, Deborah Kolb and Katherine Chen
More from the Author
  • Río Curicó Teaching Note: Video Short I By: Kathleen L. McGinn and Julian Zlatev
  • Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise By: Julian Zlatev, Kathleen McGinn, Katherine Chen and Rachel Drapper
  • Traversing a Career Path: Pat Fili-Krushel By: Kathleen L. McGinn, Deborah Kolb and Katherine Chen
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