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

Expectations and Stereotypes: How Do They Affect the Deal?

Format:Print
| Pages:2

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.)