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  • 08 Jul 2014
  • First Look

First Look: July 8

attracting and retaining more profitable customers over time. Download working paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1759545 When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and View Details
Keywords: Carmen Nobel
  • 30 Sep 2010
  • News

Can’t We All Just Get Along?

presentation of HLS, HBS, and the Harvard Kennedy School, Ahtisaari received “The Great Negotiator” award, given annually by the Program on Negotiation at Harvard Law School. HBS professor James Sebenius and HBS associate professor View Details
Keywords: Nobel Peace Prize; Colleges, Universities, and Professional Schools; Educational Services; Justice, Public Order, and Safety Activities; Government; National Security and International Affairs; Government
  • Research Summary

War & Peace

By: Deepak Malhotra
A second stream of research looks at issues related to conflict resolution in the context of international and ethno-political conflict, and in particular, at the role of negotiation in ending armed conflicts.  I launched a new course at HBS entitled "War & Peace:... View Details
  • 2012
  • Lecture

How to Negotiate a Job Offer

By: Deepak Malhotra
Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics
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  • May 2013
  • Article

How to Negotiate with VCs

By: Deepak Malhotra
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details
Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship
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  • March 2010
  • Teaching Note

Name Your Price: Compensation Negotiation at Whole Health Management (TN) (A), (B) & (C)

By: Deepak Malhotra
Teaching Note for [908064], [908065], and [908066]. View Details
Keywords: Negotiation
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  • February 2010
  • Teaching Note

Hamilton Real Estate (TN)

By: Deepak Malhotra
Teaching Note for [905052] and [905053]. View Details
Keywords: Real Estate Industry
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  • January 13, 2007
  • Article

The 'Winning at Any Cost' Syndrome

By: Deepak Malhotra
Related
  • January 13, 2007
  • Article

Beware of Competitive Arousal

By: Deepak Malhotra
Keywords: Competition
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  • August 2004
  • Article

Accept or Reject?

By: Deepak Malhotra
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  • 01 Feb 2019
  • News

What Theresa May Might Learn From Woodrow Wilson’s Failed Negotiations in 1919

  • 21 Jul 2016
  • News

What Donald Trump Can Learn About Negotiations

  • 04 Apr 2016
  • News

How to See Through These 3 Hardball Negotiation Tactics

  • 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
  • 01 Dec 2011
  • News

Faculty Books

Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else’s Maze by Deepak Malhotra (Berrett-Koehler Publishers) A different take on the 1998 business fable Who... View Details
Keywords: Utilities
  • 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
  • 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
  • Web

War & Peace: The Lessons of History for Leadership, Strategy, Negotiation & Humanity - Course Catalog

HBS Course Catalog War & Peace: The Lessons of History for Leadership, Strategy, Negotiation & Humanity Course Number 2292 Professor Deepak Malhotra Senior Lecturer Kevin Mohan Fall; Q1Q2; 3.0 credits Weekly... View Details
  • 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