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• Article | Quarterly Journal of Economics | January 9, 2020

  Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment

  Nava Ashraf, Natalie Bau, Corinne Low and Kathleen McGinn

  Using a randomized control trial, we examine whether offering adolescent girls nonmaterial resources—specifically, negotiation skills—can improve educational outcomes in a low-income country. In so doing, we provide the first evidence on the effects of an intervention that increased noncognitive, interpersonal skills during adolescence. Long-run administrative data shows that negotiation training significantly improved educational outcomes over the next three years. The training had greater effects than two alternative treatments (offering girls a safe physical space with female mentors and offering girls information about the returns to education), suggesting that negotiation skills themselves drive the effect. Further evidence from a lab-in-the-field experiment, which simulates parents’ educational investment decisions, and a midline survey suggests that negotiation skills improved girls’ outcomes by moving households’ human capital investments closer to the efficient frontier. This is consistent with an incomplete contracting model, where negotiation allows daughters to strategically cooperate with parents.

  Citation:

  Ashraf, Nava, Natalie Bau, Corinne Low, and Kathleen McGinn. "Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment." Quarterly Journal of Economics (January 9, 2020).  View Details

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• Case | HBS Case Collection | November 2019

  Chief: Role for Carolyn Childers

  Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen and Julia Kelley

  In 2018, Carolyn Childers is preparing to launch Chief, a New York-based peer network for women executives, and must decide whether to bring on a co-founder. After becoming the senior vice president of operations at her previous company, Childers was inspired to build a community that provided mentorship, support, and networking opportunities to women executives. Childers is now preparing to meet with Lindsay Kaplan, a marketing executive who excels at building brand experience. Should Childers bring on Kaplan as a co-founder? If Childers takes on a co-founder, what do they need to agree on?

  Keywords: Networking; founders; Entrepreneurship; Networks; Negotiation;

  Citation:

  Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen, and Julia Kelley. "Chief: Role for Carolyn Childers." Harvard Business School Case 920-019, November 2019.  View Details

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• Case | HBS Case Collection | November 2019

  Chief: Role for Lindsay Kaplan

  Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen

  In 2018, Lindsay Kaplan is preparing to meet with Carolyn Childers about the possibility of co-founding Chief, a New York-based peer network for women executives. Kaplan is currently the vice president of communications and brand engagement at a successful mattress company, and she is happy in her current role. However, she is excited by Childers’s vision for a community of women executives and believes she could bring valuable expertise as Chief builds its brand experience. Should Kaplan join Chief as a co-founder? What do they need to discuss before teaming up?

  Keywords: Negotiation; Entrepreneurship; Leadership; North and Central America; United States; New York (state, US); New York (city, NY);

  Citation:

  Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, and Katherine Chen. "Chief: Role for Lindsay Kaplan." Harvard Business School Case 920-020, November 2019.  View Details

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