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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 2022
    • Faculty Research

    Traversing a Career Path: Pat Fili-Krushel

    By: Kathleen L. McGinn, Deborah Kolb and Katherine Chen
    • November 2021
    • Faculty Research

    Francoise Brougher

    By: Edward H. Chang, Nour Kteily and Kathleen McGinn
    • September 2021 (Revised October 2021)
    • Faculty Research

    Francoise Brougher (B)

    By: Edward H. Chang, Nour Kteily and Kathleen McGinn
More from the Author
  • Traversing a Career Path: Pat Fili-Krushel By: Kathleen L. McGinn, Deborah Kolb and Katherine Chen
  • Francoise Brougher By: Edward H. Chang, Nour Kteily and Kathleen McGinn
  • Francoise Brougher (B) By: Edward H. Chang, Nour Kteily and Kathleen McGinn
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