Publications

Keywords: Entertainment; Sports Industry

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February 2010
Module Note

Strategies of Influence

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details

Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

Purchase

September – October 2009
Article

Without Conditions: The Case for Negotiating with the Enemy

Keywords: Negotiation

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March 2010
Article

The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior

The paper theoretically elaborates and empirically investigates the "competitive arousal" model of decision making, which argues that elements of the strategic environment (e.g., head-to-head rivalry and time pressure) can fuel competitive motivations and behavior.... View Details

Keywords: Decision Making; Auctions; Bids and Bidding; Behavior; Motivation and Incentives; Personal Characteristics; Competition

May 2009
Article

When Contracts Destroy Trust

Contracts exist to foster trust, but they can actually do the opposite. Overly detailed contracts leave no room for spontaneous acts of kindness to create goodwill between parties; too-rigid contracts leave parties unable to respond to the unanticipated; and, strangely... View Details

Keywords: Contracts; Negotiation; Trust

2008
Article

To Be a Negotiation Genius

Keywords: Negotiation

Article

Will You Negotiate or Litigate?

Keywords: Negotiation; Lawsuits and Litigation

Article

Celebrating the Work of Keith Murnighan

By: Donald E. Conlon, Max Bazerman, Deepak Malhotra and Madan M. Pillutla

In this tribute, four scholars highlight research published during the career of 2015 International Association for Conflict Management Lifetime Achievement Award Winner Keith Murnighan. In the four sections of the paper, each scholar highlights one of Keith’s... View Details

Keywords: Conflict Management

17 May 2016
First Look

May 17, 2016

political economy. This book highlights the parallels between issues discussed by Serra and modern political and scholarly consciousness and illustrates the importance and influences of historical debate in modern economic thinking.... View Details

Keywords: Sean Silverthorne

13 Sep 2011
First Look

First Look: September 13

Different Stakeholders? Authors:Michael Pirson and Deepak Malhotra Publication:Organization Science 22, no. 4 (2011) Abstract Prior research on organizational trust has not rigorously examined the context... View Details

Keywords: Sean Silverthorne

02 Jun 2010
First Look

First Look: June 2

of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution Authors:Fabrice Lumineau and Deepak Malhotra Publication:Strategic Management Journal (in press) Abstract This paper investigates... View Details

Keywords: Martha Lagace

26 May 2015
First Look

First Look: May 26

Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra Abstract— Do higher wages elicit reciprocity and lead to increased productivity? In a field experiment with 266 employees, we find that paying higher... View Details

Keywords: Sean Silverthorne

October 2013
Blog Post

Negotiation Strategies for Doctors and Hospitals

By: Deepak Malhotra and Manu Malhotra MD

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20 Apr 2010
First Look

First Look: April 20

works published on their economic history. (When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior Author: Deepak Malhotra Publication: Judgment and Decision... View Details

Keywords: Martha Lagace

05 Sep 2007
First Look

First Look: September 5, 2007

Working PapersDesigning a Two-Sided Platform: When to Increase Search Costs? Authors:Andrei Hagiu and Bruno Jullien Abstract We propose a model for analyzing an intermediary's incentives to increase the search costs incurred by... View Details

Keywords: Martha Lagace

15 Dec 2015
First Look

December 15, 2015

and bargaining tactics. Harvard Business School professor Deepak Malhotra advises negotiators to resolve process before substance, set expectations, map out the negotiation space, and control the frame.... View Details

Keywords: Carmen Nobel

05 Feb 2008
First Look

First Look: February 5, 2008

Brazilian companies studied it seems like the concentration of control was significantly lower before 1910 than what it is today. Download the paper: http://www.hbs.edu/research/pdf/08-053.pdf Unconventional Insights for Managing Stakeholder Trust Authors:Michael... View Details

Keywords: Martha Lagace

02 Jul 2013
First Look

First Look: July 2

capture important information seemingly ignored by the market. A long-short portfolio based on these legislators' views earns abnormal returns of over 90 basis points per month following the passage of legislation. Industries that we... View Details

Keywords: Anna Secino

September 2021 (Revised October 2021)
Teaching Note

Project Restart: Deciding the Future of English Football

By: Nour Kteily and Deepak Malhotra