Publications

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Article

The Fine Art of Making Concessions

Keywords: Negotiation

February 2004
Article

Risky Business: Trust in Negotiation

Keywords: Trust; Negotiation

July 2004
Article

Trust and Reciprocity Decisions: The Differing Perspectives of Trustors and Trusted Parties

Keywords: Trust; Decision Making; Perspective

June 2009
Teaching Note

Negotiating Equity Splits at UpDown (TN)

By: Noam T. Wasserman and Deepak Malhotra

Teaching Note for [809020]. View Details

Keywords: Equity; Agreements and Arrangements; Investment; Groups and Teams; Entrepreneurship; Contracts; Ownership Stake

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March 2008 (Revised August 2017)
Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details

Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry

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Article

The Pursuit of Power Corrupts: How Investing in Outside Options Motivates Opportunism in Relationships

By: D. Malhotra and F. Gino

Across three laboratory studies, this paper illustrates how a common strategic decision aimed at increasing one's own power—investing in outside options—can lead to opportunistic behavior in exchange relationships. We show that the extent to which individuals have... View Details

Keywords: Crime and Corruption; Motivation and Incentives; Opportunities; Relationships

08 Oct 2013
First Look

First Look: October 8

http://ssrn.com/abstract=2332106 It's Not the Size of the Gift; It's How You Present It: New Evidence on Gift Exchange from a Field Experiment By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra... View Details

Keywords: Sean Silverthorne

26 Sep 2007
Sharpening Your Skills

Sharpening Your Skills: Negotiation

uncle, mother, or daughter is your business partner. Harvard Business School's John A. Davis and Deepak Malhotra outline 5 ways to analyze and improve dealmaking and dispute resolution while protecting... View Details

29 Jun 2007
First Look

First Look: June 29, 2007

were more convinced by persuasive appeals delivered by a Black interaction partner than by a White interaction partner. When interacting with a Black partner, Whites engaged in... View Details

Keywords: Martha Lagace

December 2011
Article

Economics Education and Greed

By: Long Wang, Deepak Malhotra and J. Keith Murnighan

The recent financial crisis, and repeated corporate scandals, raise serious questions about whether a business school education contributes to what some have described as a culture of greed. The dominance of economic-related courses in MBA curricula led us to assess... View Details

Keywords: Behavior; Ethics; Attitudes; Business Education; Economics; Education

Research Summary

Gun Violence in the United States

My colleagues and I are studying gun violence from two perspectives. First, how do events like mass shootings impact gun policy? Do they have any effect? We find that they do, but not in the way most people would expect. Second, we are studying which types of gun... View Details

Research Summary

Trust

My research on trust falls into two broad categories. First, I study barriers to trust development, and focus on mechanisms that might help to overcome these barriers. One recent project analyzes over 150,000 pages of documents concerning 102-interfirm disputes to... View Details

December 4, 2008
Editorial

Auto CEOs Aren't Making Their Case

Keywords: Management

May 2004
Article

Smart Alternatives to Lying in Negotiation

Keywords: Negotiation