Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

K. L. McGinn; M. A. Neale; F. A. Mannix

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Chapter | Research on Negotiation in Organizations | 1995

Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

by K. L. McGinn, M. A. Neale and F. A. Mannix

Keywords: Relationships; Negotiation Participants; Negotiation Process; Negotiation Types; Outcome or Result;

Format: Print

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Citation:

McGinn, K. L., M. A. Neale, and F. A. Mannix. "Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.

About the Author

Kathleen L. McGinn

Cahners-Rabb Professor of Business Administration
Senior Associate Dean for Faculty Strategy and Recruiting

Negotiation, Organizations & Markets

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Case | HBS Case Collection | November 2019

Chief: Role for Carolyn Childers

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

Citation:
Coffman, Katherine Baldiga, 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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Case | HBS Case Collection | November 2019

Scaling at Chief

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

Chief is a New York-based peer network that provides mentorship, support, networking opportunities, and a sense of community to women executives. Co-founders Carolyn Childers and Lindsay Kaplan launched the company in January 2019, and just two months later, Chief has 400 members and a growing waiting list. Now, Childers and Kaplan must determine how aggressively to scale Chief’s model to other cities. How much money should they raise in Chief’s Series A, and when? Which cities should they expand to first? What are the potential risks of moving too fast, and how can they best mitigate them?
For more background on Childers and Kaplan’s decision to found Chief, please see “Chief: Role for Carolyn Childers” (HBS No. 920-019) and “Chief: Role for Lindsay Kaplan” (HBS No. 920-020).

Keywords: Entrepreneurship; Leadership Development; Expansion; Growth Management; Customer Satisfaction; 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. "Scaling at Chief." Harvard Business School Case 920-021, November 2019. View Details

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Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

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About the Author

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