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    Deepak Malhotra

    Deepak Malhotra's teaching, research and advisory work is focused on negotiation, deal-making and conflict resolution. In 2020, Deepak was named MBA Professor of the Year by Poets & Quants. He has won... View Details

    • 12 Feb 2014
    • News

    Best 40-Under-40 Professor Deepak Malhotra

    • 06 Apr 2016
    • News

    ‘Negotiating the Impossible’: An Interview With Deepak Malhotra

    • 30 May 2005
    • Research & Ideas

    Six Steps for Making Your Threat Credible

    for it to back away from the public commitment he made. If the company now fails to respond with a competitive bid, it is likely to take a greater hit in the stock market than if he had simply kept quiet and let you bid. By increasing the... View Details
    Keywords: by Deepak Malhotra
    • 05 Apr 2004
    • Research & Ideas

    Six Ways to Build Trust in Negotiations

    of the division that had lost the account, to ask if she could try to win it back. After all, RLX had nothing to lose by letting her try, she argued, and she had her own reasons for taking on this formidable task—as part of her work... View Details
    Keywords: by Deepak Malhotra
    • 06 Mar 2006
    • Research & Ideas

    Four Strategies for Making Concessions

    wage increase. The union was asking for a 4 percent increase, while management wanted to raise salaries by only 1 percent. The executive considered the situation. During past negotiations, weeks were lost as each side jockeyed for... View Details
    Keywords: by Deepak Malhotra
    • 09 Jul 2007
    • Research & Ideas

    Five Steps to Better Family Negotiations

    successfully leveraged in negotiations between family members in family business systems. We will review the principles and their applicability to family negotiations below. 1. Analyze The Negotiation Space The negotiation space consists of all parties that are... View Details
    Keywords: by John A. Davis and Deepak Malhotra

      Negotiation Insight Series by Professor Malhotra

      In 2020, I created a series of 40 short videos with free advice on negotiationView Details
      • 31 Jul 2006
      • Research & Ideas

      When Not to Trust Your Gut

      In past issues of this newsletter, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition. Of course, negotiators are not always affected by bias; we often think... View Details
      Keywords: by Max H. Bazerman & Deepak Malhotra
      • 03 Oct 2007
      • Research & Ideas

      Dealing with the ‘Irrational’ Negotiator

      they holding onto hidden interests? According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind 1 of these 3 questions. When you label someone... View Details
      Keywords: by Deepak Malhotra & Max H. Bazerman
      • 24 Oct 2013
      • Working Paper Summaries

      When $3+$1 > $4: The Effect of Gift Salience on Employee Effort in an Online Labor Market

      Keywords: by Duncan Gilchrist, Michael Luca & Deepak Malhotra
      • 08 Feb 2008
      • Working Paper Summaries

      Psychological Influence in Negotiation: An Introduction Long Overdue

      Keywords: by Deepak Malhotra & Max H. Bazerman
      • August 2008
      • Supplement

      Lenovo Chief Marketing Officer and Senior VP E-Commerce, Deepak Advani, Interviewed by Professor John Quelch

      By: John A. Quelch
      Professor John Quelch interviewed Lenovo CMO, Deepak Advani, regarding Lenovo's buy-out of IBM's personal computer business, and Lenovo's marketing strategy leading up to the 2008 Summer Olympics in Beijing, China. View Details
      Keywords: Advertising; Leveraged Buyouts; Brands and Branding; Marketing Strategy; Hardware; Computer Industry; China
      Related
      • 13 Feb 2008
      • Working Paper Summaries

      Unconventional Insights for Managing Stakeholder Trust

      Keywords: by Michael Pirson & Deepak Malhotra
      • 16 Oct 2017
      • News

      750 Gun Deaths a Year Are Prevented by Waiting Periods, Study Finds

      • 29 Oct 2013
      • Research & Ideas

      Do Employees Work Harder for Higher Pay?

      Harvard Business School Professor Deepak Malhotra set out to answer a basic question: "Do employees work harder when they are paid more?" As Malhotra, the Eli Goldston Professor of Business Administration,... View Details
      Keywords: by Chuck Leddy & Harvard Gazette
      • 24 Feb 2021
      • Lessons from the Classroom

      What History's Biggest Wars Teach Us About Leading in Peace

      Outside the classroom, Harvard Business School Professor Deepak Malhotra’s abiding interest is war and peace–how wars begin and end, how they could have been avoided, and what lessons can be learned from them. Along with studying wars,... View Details
      Keywords: by Lane Lambert
      • 04 Apr 2016
      • Book

      How to Negotiate Situations That Feel Hopeless

      Keywords: by Carmen Nobel
      • 06 Sep 2011
      • Research & Ideas

      Cheese Moving: Effecting Change Rather Than Accepting It

      Behavior best-seller list—thanks in part to corporate managers who distribute it to their employees as a lesson in accepting and anticipating change gracefully. But is that really the best message to send? Harvard Business School Professor View Details
      Keywords: by Carmen Nobel
      • 04 Oct 2013
      • Working Paper Summaries

      Imperfect Information, Patent Publication, and the Market for Ideas

      Keywords: by Deepak Hegde & Hong Luo; Legal Services