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  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the AGENT

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
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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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  • 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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  • 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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  • 19 Sep 2022
  • News

The Most Popular—and Impactful—HBR Articles of All Time

  • Web

Letter from Dean Srikant Datar to the HBS Community on Ukraine | About

Wed. 3/2, 6pm, Klarman Hall, “Russia ’ s Invasion of Ukraine: A Conversation with Jonathan Powell and Professor Deepak Malhotra” – This event, organized by the MBA Student Association, will feature analysis... View Details
  • 21 Dec 2022
  • News

HBS Community Comes Together in Wake of Ukraine Invasion

the broader messages they send to the world Ukraine Crisis: Analysis by HBS Professor Deepak Malhotra and Jonathan Powell At an event held on March 2, 2022, Prof. View Details
  • 26 Jan 2021
  • News

Numbers Talk at Tesla

When Zachary Kirkhorn (MBA 2013) became CFO of Tesla in early 2019, few envied him. The electric carmaker had just reduced headcount by 7 percent. Tesla needed to cut costs and its vehicle prices to avoid bankruptcy, CEO Elon Musk told... View Details
Keywords: finance; automotive; manufacturing; innovation; Manufacturing
  • 09 Apr 2021
  • News

Negotiation, Diplomacy, Leadership, and Conflict Resolution

  • December 2011
  • Article

Economics Education and Greed

By: Long Wang, Deepak Malhotra and J. Keith Murnighan
The recent financial crisis, and repeated corporate scandals, raise serious questions about whether a business school education contributes to what some have described as a culture of greed. The dominance of economic-related courses in MBA curricula led us to assess... View Details
Keywords: Behavior; Ethics; Attitudes; Business Education; Economics; Education
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  • 01 Sep 2012
  • News

Who Owns Yoga?

people,” Deshpandé says. The enterprising Bikram, born in 1946 in Calcutta and known worldwide by his first name, began studying yoga as a four-year-old. He arrived in the United States in 1971, opening his first studio in Los Angeles and... View Details
Keywords: Kim Girard; yoga; Arts, Sports, Language, Driving, and Other Schools; Educational Services; Colleges, Universities, and Professional Schools; Educational Services
  • 01 Mar 2016
  • News

Alumni and Faculty Books for March 2016

innovation; legal aspects of user and community innovation; new roles for user innovators; user interactions with firms; and user innovation in practice. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) View Details
  • 22 Jul 2008
  • First Look

First Look: July 22, 2008

April 2008) Abstract No abstract is available at this time. Unconventional Insights for Managing Stakeholder Trust Authors:Michael Pirson and Deepak Malhotra Publication:MIT Sloan Management Review 49, no. 4... View Details
Keywords: Martha Lagace
  • 15 Dec 2015
  • News

The Year in Ideas 2015

people seem untrustworthy, according to Assistant Professor Leslie John, Professor Mike Norton, and doctoral student Kate Barasz. Unexpected raises can be more effective than higher initial wages in increasing worker productivity, Duncan Gilchrist (MBA 2014, PhDBE... View Details
Keywords: Julia Hanna, Christine Lejeune, Dan Morrell, and April White
  • 01 Jun 2011
  • News

Downtime

Illustrations by Greg Clarke Tom DeLong is the Philip J. Stomberg Professor of Management Practice in the Organizational Behavior and Entrepreneurial Management Units. What’s on your list? A biography of Raymond Carver and some of his... View Details
Keywords: fiction; Christianity
  • 01 Jun 2020
  • News

Keeping the Beat

back to LaGuardia in time for an evening show, then 5 am back at Logan, stopping only for a coffee at Spangler before rushing to class. That was also the week she had her first cold call. But somehow, she says, she made it to her EC year. View Details
Keywords: Motion Picture and Sound Recording Industries; Information
  • 26 Jan 2010
  • First Look

First Look: Jan. 26

-1,000 otherwise" over "0 with certainty." Studies 3, 4, and 5 address the apparent discrepancy between these results and the evidence for loss aversion documented in previous research. The results reveal that only under very specific conditions does the... View Details
Keywords: Martha Lagace
  • 20 Feb 2008
  • First Look

First Look: February 20, 2008

despite export options which appear to be more profitable. Thus many conjecture that one or several markets are missing. We report here on a randomized controlled trial conducted by DrumNet in Kenya that attempts to help farmers adopt and... View Details
Keywords: Martha Lagace
  • Web

Print View - Course Catalog

Jones Fall 2025 Q1Q2 3.0 ^ back to top W Area Faculty Name Term Quarter Credits War & Peace: The Lessons of History for Leadership, Strategy, Negotiation & Humanity Negotiation, Organizations & Markets Deepak View Details