Publications
Publications
Show Results For
- All HBS Web
(318)
- Faculty Publications (109)
- August 5, 2016
- Article
A Definitive Guide to the Brexit Negotiations
By: Deepak Malhotra
In this article I offer an analysis of the negotiation landscape facing UK and EU negotiators, along with advice on how they might navigate the "Brexit" process more effectively. For the record, I have not (at the time of this writing) been asked by either side to... View Details
- July 19, 2016
- Other Article
Trump Says He's a Great Negotiator, but the Evidence Says Otherwise
By: Deepak Malhotra and Don A. Moore
- April 8, 2016
- Article
What Donald Trump Doesn't Understand About Negotiation
By: Deepak Malhotra and Jonathan Powell
- 2016
- Book
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)
By: Deepak Malhotra
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And, to top it off, you have little power or other resources... View Details
Keywords: Dealmaking; Diplomacy; Conflict; Dispute Resolution; Strategy; Conflict Management; Negotiation
- December 2015
- Article
Control the Negotiation Before It Begins
By: Deepak Malhotra
Countless books and articles offer advice on avoiding missteps at the bargaining table. But some of the costliest mistakes take place before negotiators sit down to discuss the substance of the deal. That's because they often take for granted that if they bring a lot... View Details
Keywords: Negotiation Preparation
- 2014
- Chapter
Too Big To Trust? Managing Stakeholder Trust in Business in the Post-Bail-Out Economy
By: Deepak Malhotra
This chapter considers the aftermath of the financial crisis of 2008, and specifically the subsequent “bail-out” of the large financial institutions by the American government, from the perspective of trust in the post-bail-out economy. The author considers the impacts... View Details
- April 2014
- Article
15 Rules for Negotiating a Job Offer
By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that... View Details
- October 2013
- Blog Post
Negotiation Strategies for Doctors and Hospitals
By: Deepak Malhotra and Manu Malhotra MD
- 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
- October 21, 2012
- Editorial
Why There Are So Many Conflicts in Pro Sports (And What to Do About Them)
By: Deepak Malhotra
- 23 Apr 2012
- Keynote Speech
Tragedy & Genius: My Speech to Graduating Harvard Business School Students
By: Deepak Malhotra
- March 2012 (Revised March 2014)
- Teaching Note
Negotiating Equity Splits at UpDown
By: Noam Wasserman and Deepak Malhotra
- 2012
- Article
Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths
By: Lyn M. Van Swol, Michael T. Braun and Deepak Malhotra
The study used Linguistic Inquiry and Word Count and Coh-Metrix software to examine linguistic differences with deception in an ultimatum game. In the game, the Allocator was given an amount of money to divide with the Receiver. The Receiver did not know the precise... View Details
- Article
Deception and Its Detection: Effects of Monetary Incentives and Personal Relationship History
By: Lyn M. Van Swol, Deepak Malhotra and Michael T. Braun
The study examined detection of deception in unsanctioned, consequential lies between either friends or strangers using an ultimatum game. The sender was given an amount of money to divide with the receiver. The receiver did not know the precise amount the sender had... View Details
- 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
- Article
The Pursuit of Power Corrupts: How Investing in Outside Options Motivates Opportunism in Relationships
By: D. Malhotra and F. Gino
Across three laboratory studies, this paper illustrates how a common strategic decision aimed at increasing one's own power—investing in outside options—can lead to opportunistic behavior in exchange relationships. We show that the extent to which individuals have... View Details
- 2011
- Book
I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze
By: Deepak Malhotra
Now a Wall Street Journal Best-seller! If you were a mouse trapped in a maze and someone kept moving the cheese, what would you do? Over a decade ago, the best-selling business fable Who Moved My Cheese? offered its answer to the question: accept that change is... View Details