Browsing by Author "McGinn, Kathleen"
Now showing items 1-12 of 12
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Claiming Authority: Negotiating Challenges for Women Leaders
Bowles, Hannah Riley; McGinn, Kathleen (Erlbaum Associates, 2005) -
Communicating Frames in Negotiations
McGinn, Kathleen L.; Nöth, Markus (2012-07-13) -
Constraints and triggers: Situational mechanics of gender in negotiation.
Bowles, Hannah Riley; Babcock, Linda C.; McGinn, Kathleen (American Psychological Association (APA), 2005)The authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. ... -
Encouraging Healthful Dietary Behavior in a Hospital Cafeteria: A Field Study Using Theories from Social Psychology and Behavioral Economics
Mazza, Mary Carol (2013-09-30)Public policy efforts to curb obesity often adhere to a rational actor model of human behavior, asserting that consumer behavior will change provided proper economic incentives, nutritional information, and health education. ... -
Gender in Job Negotiations: A Two-Level Game
Bowles, Hannah Riley; McGinn, Kathleen (Wiley, 2008-10)We propose taking a two-level-game (Putnam 1988) perspective on gender in job negotiations. At Level One, candidates negotiate with the employers. At Level Two, candidates negotiate with household members. In order to ... -
The Ironic Effects of Motivational Tools on Attention and Decision Making
Fletcher, Pinar Fethiye (2016-05-02)Decision makers often display bounded awareness – a tendency to miss or overlook easily accessible, critical information and contextual cues – and make suboptimal decisions. In popular parlance, these defective attentional ... -
Looking Up and Looking Out: Career Mobility Effects of Demographic Similarity among Professionals
McGinn, Kathleen L.; Milkman, Katherine L. (INFORMS, 2012-08-02)We investigate the role of workgroup sex and race composition on the career mobility of professionals in "up-or-out" organizations. We develop a nuanced perspective on the potential career mobility effects of workgroup ... -
Looking Up and Looking Out: Career Mobility Effects of Demographic Similarity Among Professionals
McGinn, Kathleen L.; Milkman, Katherine L. (2012-07-13)We investigate the role of workgroup sex and race composition on the career mobility of professionals in ―up-or-out‖ organizations. We develop a nuanced perspective on the potential career mobility effects of workgroup ... -
Negotiation Processes As Sources of (And Solutions To) Interorganizational Conflict
Long, Elizabeth Long; Fisher, Colin; McGinn, Kathleen L. (2012-07-13)We investigate how structural features of negotiations can affect interaction processes and how negotiations can be not only a solution to, but also a source of, inter-organizational conflict. Principals, agents, and teams ... -
An Outside-Inside Evolution in Gender and Professional Work
Ramarajan, Lakshmi; McGinn, Kathleen L.; Kolb, Deborah (2012-12-06)We study the process by which a professional service firm reshaped its activities and beliefs over nearly two decades as it adapted to shifts in the social discourse regarding gender and work. Analyzing archival data from ... -
"Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations."
McGinn, Kathleen L.; Bowles, Hannah Riley (Academy of Management, 2008)Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature ... -
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
McGinn, Kathleen L.; Milkman, Katherine L.; Noth, Markus (Elsevier, 2012)We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may ...