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Show Results For
- All HBS Web
(315)
- News (97)
- Research (194)
- Events (1)
- Multimedia (7)
- Faculty Publications (129)
- Column
It's Not Intuitive: Strategies for Negotiating More Rationally
By: M. H. Bazerman and Deepak Malhotra
Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).
- September 2002
- Article
The Effects of Contracts on Interpersonal Trust
By: Deepak Malhotra and J. Keith Murnighan
Malhotra, Deepak, and J. Keith Murnighan. "The Effects of Contracts on Interpersonal Trust." Administrative Science Quarterly 47, no. 3 (September 2002): 534–559.
- June 2008
- Article
Psychological Influence in Negotiation: An Introduction Long Overdue
By: Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one... View Details
Keywords: Social Issues; Research; Framework; Negotiation Tactics; Decisions; Power and Influence; Behavior; Ethics
Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
- July 19, 2016
- Other Article
Trump Says He's a Great Negotiator, but the Evidence Says Otherwise
By: Deepak Malhotra and Don A. Moore
Malhotra, Deepak, and Don A. Moore. "Trump Says He's a Great Negotiator, but the Evidence Says Otherwise." Fortune.com (July 19, 2016).
- March 2008 (Revised August 2017)
- Exercise
The Book Deal: Confidential Instructions for the PUBLISHER
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
Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the PUBLISHER." Harvard Business School Exercise 908-050, March 2008. (Revised August 2017.)
- June 2006
- Exercise
Matthew A. Hunter
By: John A. Davis and Deepak Malhotra
Matthew Hunter, CEO of a second-generation family business, must manage the performance of a key manager in his company. Looks at the impact of family relationships on performance management. View Details
Keywords: Family and Family Relationships; Conflict Management; Negotiation; Family Business; Performance; Managerial Roles
Davis, John A., and Deepak Malhotra. "Matthew A. Hunter." Harvard Business School Exercise 806-203, June 2006.
- 21 Feb 2017
- First Look
First Look at New Research: February 21
Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer By: Ehdaie, Behfar, Melissa Assel, Nicole Benfante, Deepak Malhotra, and Andrew Vickers Abstract—A systematic approach to counseling—using... View Details
Keywords: Carmen Nobel
- June 2006
- Case
Matthew B. Hunter
By: John A. Davis and Deepak Malhotra
Matthew Hunter, CEO of a second-generation family business, must manage the performance of a key manager in his company. Looks at the impact of family relationships on performance management. View Details
Keywords: Family Business; Performance Evaluation; Crisis Management; Business or Company Management; Conflict Management; Corporate Governance; Family and Family Relationships; Partners and Partnerships; Negotiation Process
Davis, John A., and Deepak Malhotra. "Matthew B. Hunter." Harvard Business School Case 806-204, June 2006.
- 2006
- Chapter
Economics Wins, Psychology Loses, and Society Pays
By: Max H. Bazerman and Deepak Malhotra
- July 2021
- Supplement
Trouble at Basecamp: Managing Politics, Polarization, and Conflict in the Workplace (B)
By: Nour Kteily, Deepak Malhotra and David Lane
Supplement to the (A) case View Details
Keywords: Change; Communication; Diversity; Fairness; Values and Beliefs; Governance; Employees; Working Conditions; Leading Change; Leadership Style; Mission and Purpose; Organizational Culture; Work-Life Balance; Labor and Management Relations; Conflict and Resolution; Identity; Social Issues; Equality and Inequality; Technology Platform; Information Technology Industry; United States
Kteily, Nour, Deepak Malhotra, and David Lane. "Trouble at Basecamp: Managing Politics, Polarization, and Conflict in the Workplace (B)." Harvard Business School Supplement 922-004, July 2021.
- September 2021 (Revised October 2021)
- Teaching Note
Project Restart: Deciding the Future of English Football
By: Nour Kteily and Deepak Malhotra
- February 2006 (Revised March 2006)
- Supplement
Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)
By: Deepak Malhotra and Maly Hout
Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)." Harvard Business School Supplement 906-039, February 2006. (Revised March 2006.)
- June 2008 (Revised January 2010)
- Supplement
Name Your Price: Compensation Negotiation at Whole Health Management (C)
By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
Supplements the (A) and (B) cases. View Details
Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (C)." Harvard Business School Supplement 908-066, June 2008. (Revised January 2010.)
- 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
Ku, Gillian, Deepak Malhotra, and J. Keith Murnighan. "Towards a Competitive Arousal Model of Decision Making: A Study of Auction Fever in Live and Internet Auctions." Organizational Behavior and Human Decision Processes 96, no. 2 (March 2005): 89–103.
- 02 Jul 2013
- First Look
First Look: July 2
capture important information seemingly ignored by the market. A long-short portfolio based on these legislators' views earns abnormal returns of over 90 basis points per month following the passage of legislation. Industries that we... View Details
Keywords: Anna Secino
- September 2016
- Article
When 3+1>4: Gift Structure and Reciprocity in the Field
By: Duncan S. Gilchrist, Michael Luca and Deepak Malhotra
Do higher wages elicit reciprocity and lead to increased productivity? In a field experiment with 266 employees, we find that paying higher wages, per se, does not have a discernible effect on productivity (in a context with no future employment opportunities).... View Details
Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra. "When 3+1>4: Gift Structure and Reciprocity in the Field." Management Science 62, no. 9 (September 2016): 2639–2650.
- June 2008 (Revised January 2010)
- Supplement
Name Your Price: Compensation Negotiation at Whole Health Management (B)
By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
Supplements the (A) case. View Details
Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (B)." Harvard Business School Supplement 908-065, June 2008. (Revised January 2010.)
- 2000
- Chapter
Normal Acts of Irrational Trust: Motivated Attributions and the Trust Development Process
By: Mark J. Weber, Deepak Malhotra and J. Keith Murnighan
- 2004
- Chapter
Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model
By: J. Keith Murnighan, Deepak Malhotra and J. Mark Weber
Murnighan, J. Keith, Deepak Malhotra, and J. Mark Weber. "Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model." In Trust and Distrust in Organizations: Dilemmas and Approaches, edited by Roderick Kramer and Karen Cook. New York: Russell Sage Foundation, 2004.