Filter Results:
(314)
Show Results For
- All HBS Web
(314)
- News (97)
- Research (194)
- Events (1)
- Multimedia (7)
- Faculty Publications (129)
Show Results For
- All HBS Web
(314)
- News (97)
- Research (194)
- Events (1)
- Multimedia (7)
- Faculty Publications (129)
- June 2007
- Article
Leverage Time to Your Advantage
By: Deepak Malhotra
Malhotra, Deepak. "Leverage Time to Your Advantage." Negotiation 10, no. 6 (June 2007).
- Article
The Perils of Negotiating to Win
By: Deepak Malhotra
Keywords: Negotiation
Malhotra, Deepak. "The Perils of Negotiating to Win." Negotiation 10, no. 3 (March 2007).
- Article
Is Your Counterpart Irrational...Really?
By: Deepak Malhotra
Malhotra, Deepak. "Is Your Counterpart Irrational...Really?" Negotiation 9, no. 3 (March 2006).
- Article
Make Your Weak Position Strong
By: Deepak Malhotra
Malhotra, Deepak. "Make Your Weak Position Strong." Negotiation 8, no. 7 (July 2005).
- March 2005
- Article
Making Threats Credible
By: Deepak Malhotra
Malhotra, Deepak. "Making Threats Credible." Negotiation 8, no. 3 (March 2005).
- Other Unpublished Work
Negotiating in the Shadow of Terrorism: How Violent Extremism Makes Peace Negotiations Possible and Improbable
By: Deepak Malhotra
Keywords: Negotiation
- 21 Oct 2013
- News
Negotiation Strategies for Doctors — and Hospitals
- 03 Nov 2019
- News
Sunday Strategist: Negotiation Strategies for Donald Trump (And You)
- 26 Feb 2019
- First Look
New Research and Ideas, February 26, 2019
https://www.hbs.edu/faculty/Pages/item.aspx?num=55749 forthcoming Review of Economics and Statistics Healthy Business? Managerial Education and Management in Healthcare By: Bloom, Nicholas, Raffaella Sadun, Renata Lemos, and John Van Reenen Abstract— We investigate the... View Details
Keywords: Dina Gerdeman
- 18 Nov 2008
- First Look
First Look: November 18, 2008
Author:Deepak Malhotra Abstract Prior research has found mixed evidence for the long-theorized link between religiosity and pro-social behavior. To help overcome this divergence, we hypothesize that pro-social behavior is linked not to... View Details
Keywords: Martha Lagace
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
status-quo-preserving story that prevails despite countervailing evidence. We then advance systems-psychodynamic theory to show how organizations use this narrative and attendant policies and practices as an unconscious “social defense” to help employees fend off... View Details
Keywords: Dina Gerdeman
- Apr 2016
- Lecture
The Purpose of Education
By: Deepak Malhotra
Malhotra, Deepak. "The Purpose of Education." Harvard Business School, April 2016.
- October 14, 2016
- Article
How to Build an Exit Ramp for Trump Supporters
By: Deepak Malhotra
Malhotra, Deepak. "How to Build an Exit Ramp for Trump Supporters." Harvard Business Review (website) (October 14, 2016).
- March 14, 2011
- Article
Mistaking Mistrust for Greed: How to Solve the NFL Dispute
By: Deepak Malhotra
Malhotra, Deepak. "Mistaking Mistrust for Greed: How to Solve the NFL Dispute." Forbes.com (March 14, 2011).
- February 2010
- Module Note
Strategies of Influence
By: Deepak Malhotra
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
Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.
- September – October 2009
- Article
Without Conditions: The Case for Negotiating with the Enemy
By: Deepak Malhotra
Keywords: Negotiation
Malhotra, Deepak. "Without Conditions: The Case for Negotiating with the Enemy." Foreign Affairs 88, no. 5 (September–October 2009): 84–90.
- March 2010
- Article
The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior
By: Deepak Malhotra
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
Malhotra, Deepak. "The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior." Organizational Behavior and Human Decision Processes 111, no. 2 (March 2010): 139–146.
- May 2009
- Article
When Contracts Destroy Trust
By: Deepak Malhotra
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
Malhotra, Deepak. "When Contracts Destroy Trust." Harvard Business Review 87, no. 5 (May 2009): 25.