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Publications

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Malhotra, DeepakRemove Malhotra, Deepak →

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  • Article

Is Your Counterpart Irrational...Really?

By: Deepak Malhotra
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  • Column

It's Not Intuitive: Strategies for Negotiating More Rationally

By: M. H. Bazerman and Deepak Malhotra
Keywords: Negotiation; Strategy; Cognition and Thinking
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  • Article

The Fine Art of Making Concessions

By: Deepak Malhotra
Keywords: Negotiation
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  • December 2005
  • Article

Peace Workshops in Protracted Conflicts: A Study of Long-Term Effects

By: Deepak Malhotra and Sumanisiri Liyanage
Keywords: Conflict and Resolution
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  • March 2005
  • Article

Making Threats Credible

By: Deepak Malhotra
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  • March 2005
  • Article

Towards a Competitive Arousal Model of Decision Making: A Study of Auction Fever in Live and Internet Auctions

By: Gillian Ku, Deepak Malhotra and J. Keith Murnighan
Keywords: Competition; Decision Making; Auctions; Online Technology
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  • 2000
  • Chapter

Normal Acts of Irrational Trust: Motivated Attributions and the Trust Development Process

By: Mark J. Weber, Deepak Malhotra and J. Keith Murnighan
Keywords: Trust; Motivation and Incentives; Attitudes
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  • January 2005 (Revised August 2014)
  • Exercise

Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)

By: Deepak Malhotra
Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Sales; Strategy; Value; Real Estate Industry
Related
  • January 2005
  • Exercise

Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)

By: Deepak Malhotra
Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Strategy; Value; Real Estate Industry
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  • Article

Make Your Weak Position Strong

By: Deepak Malhotra
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  • August 2004
  • Article

Accept or Reject?

By: Deepak Malhotra
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  • July 2004
  • Article

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

By: Deepak Malhotra
Keywords: Trust; Decision Making; Perspective
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  • May 2004
  • Article

Smart Alternatives to Lying in Negotiation

By: Deepak Malhotra
Keywords: Negotiation
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  • 2004
  • Chapter

Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model

By: J. Keith Murnighan, Deepak Malhotra and J. Mark Weber
Keywords: Trust; Mathematical Methods
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  • February 2004
  • Article

Risky Business: Trust in Negotiation

By: Deepak Malhotra
Keywords: Trust; Negotiation
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  • Article

Will You Negotiate or Litigate?

By: Deepak Malhotra
Keywords: Negotiation; Lawsuits and Litigation
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  • September 2003
  • Article

Attributions of Trust and the Calculus of Reciprocity

By: Madan M. Pillutla, Deepak Malhotra and J. Keith Murnighan
Keywords: Trust
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  • September 2002
  • Article

The Effects of Contracts on Interpersonal Trust

By: Deepak Malhotra and J. Keith Murnighan
Keywords: Contracts; Trust
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  • October 2001
  • Article

The On-Line Auction Phenomenon: Growth, Strategies, Promise, and Problems

By: Gillian Ku and Deepak Malhotra
Keywords: Internet and the Web; Auctions; Growth and Development; Strategy; Problems and Challenges
Related
  • Research Summary

Competitive Arousal

By: Deepak Malhotra
A fourth stream of research examines a phenomenon that my co-authors and I have termed Competitive Arousal. We find that some features of competitive contexts (e.g., time pressure, perceptions of rivalry, and the presence of an audience) can heighten... View Details