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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
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More from the Author

    • January 2025
    • Faculty Research

    Not Everyone’s Cup of Coffee: Organizing the Café Industry

    By: Jillian J. Jordan, Anoushka Kiyawat and Kathleen McGinn
    • October 2024
    • Faculty Research

    Teaching Note for Río Curicó: A Six-Party Negotiation Exercise

    By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
    • September 2024
    • Faculty Research

    Teaching Note for Endesa Chile: Raising the Ralco Dam

    By: Julian Zlatev, Kathleen L. McGinn, Katherine Chen and Rachel Drapper
More from the Author
  • Not Everyone’s Cup of Coffee: Organizing the Café Industry By: Jillian J. Jordan, Anoushka Kiyawat and Kathleen McGinn
  • Teaching Note for Río Curicó: A Six-Party Negotiation Exercise By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
  • Teaching Note for Endesa Chile: Raising the Ralco Dam By: Julian Zlatev, Kathleen L. McGinn, Katherine Chen and Rachel Drapper
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